Senior Channel Manager, Carriers

UK-Bourne End
Job ID
44845
Function
Sales

Overview

 

This role takes ownership of assigned channel account(s) or territory; develops and executes sales strategy for assigned account(s) or territory with manager’s input; develops strong relationships with key channel contacts and leverages to Zebra’s advantage; utilizes sponsorships, marketing initiatives, etc. to promote partnership and improve Zebra business within the channel.  Plan and execute new solution launches within channel and delivers high impact sales presentations and product training. Develops and executes sales strategies with minimal input from manager for a higher level of financial responsibility; proactively sells solutions encompassing a wider range of products or services; partners with channel to develop and co-execute high impact launches, co-marketing campaigns, etc. to improve business for both.  Develops channel approaches and tools which will be used by others in similar situations.  May be responsible for indirectly managing or influencing the Account Reps supporting the channel/customer and service and supply chain related to the channel.

Responsibilities

  • Knowledge/Expertise
    • Technical Skills - Uses advanced domain / solutions knowledge to competitive advantage
    • Knowledge of Zebra - Provides input into development of business products/services; understands and follows multi-business protocols
    • Sales Skills – Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
    • Managerial Skills - Often leads others in their development; provides input to policies and practices
    • Business Acumen - Develops business solutions and directly addresses financial issues resulting in profitable revenue growth for Zebra; able to coordinate and present complete, complex solutions that meet customer needs and beat competition
    • Market/customer Knowledge – Acts as a resource to customers based on intimate knowledge of relevant industries and needs
  • Solution Complexity/Strategic Thinking
    • Nature of Problems Solved – Solves complex problems which may require unique solutions (e.g., unique applications of existing technologies) that are used across the business in similar situations
    • Role in Addressing Problems – Leads problem resolution, identifies appropriate resources, develops contingency plans
    • Complexity of Solutions – Typically medium to high complexity; has several complex projects, all which require unique coordination of technical resources; multi-country issues may be involved
  • Freedom to Act
    • Level of Guidance – Demonstrates wide latitude for decisive action which could impact business initiatives/programs; exercises independent judgment within broadly defined practices/policies in selecting approach and technique
    • Takes Direction From – Manager and Business Unit Directors
  • Customer Interface 
    • Role – Often leads semi-formal teams or significant portions of a large permanent team
    • Level of Customer Contact – Multiple decision makers and influencers for large deals with complexity
    • Main Level of Interaction – Leads negotiations on complex deals which may be primarily technical, financial or both
    • Required Knowledge of Customer – Industry strategies and customer positioning; customer financials and business drivers
  • Accountability 
    • Business and Financial Impact – Responsible for revenue attainment, margins where appropriate, and personal expenses
    • Relative Size and Scope – Average to high individual quota for business in like roles or strategic growth potential to be there within a year or two
    • Types of Projects – Moderately complex deals with a few large, complex deals
    • Strategic Impact for Zebra – High in near term; medium in mid-term

Qualifications

  • Preferred Education:
    • Bachelors or equivalent experience; advanced degree preferred.
  • Key Skills and Competencies:
    • Uses advanced domain / solutions knowledge to competitive advantage
    • Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
    • Often leads others in their development; provides input to policies and practices
  • Should have experience selling through large corporations, and show their ability to work with and influence multiple touch points within these organizations.

  • Should be able to articulate and show how they would put a coherent strategy surrounding the Zebra brand and product sets in place

     

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