Channel Manager, Senior. Nordics

Job ID


To promote, sell and drive revenue growth with designated Zebra products in the assigned territories. Through existing reseller accounts, and by identifying, appointing and developing new resellers that may be OEM’s, sub Distributors, hardware e-tailers, Carriers, Competitive resellers, Systems Integrators or Resellers to the end user market not yet identified.


To work with and through our reseller accounts identifying sales opportunities and jointly executing them with the partner sales teams at end user level.


  • Achieve targets for products and solutions through designated accounts, analysing the market to develop targeted actions (e.g. by product, vertical or channel)
  • Review continually the sales results at all levels of the reseller channels, putting in place action plans to make good any shortfall against forecasts, for these accounts. Work in conjunction with any other CAMs/AM’s/ISV’s and internal resources within your territory to work towards overall target achievement.
  • Identify and recommend sales opportunities to resellers, in new and existing markets, to increase share.
  • Formulate a winning sales go-to-market strategy, identified in a joint resellers business plan.
  • Identify, qualify and close sales opportunities within the assigned scope (current and pipelined
  • Partners), engaging other teams as needed (account managers, business finance, operations...)
  • Assist with creation and drive marketing plans of channel partners.
  • Work closely with the European Distributor Management to understand and execute strategy for achieving business growth (distributors, ISV’s, Unmanaged resellers and system integrators).
  • Complete roll out of key elements of Partner program.
  • Responsible for ensuring that channel communication is at all times, clear concise and in-line with company direction.
  • Maintaining an accurate and detailed weekly forecast and commits.
  • Guide regional Sales and Channel management with regular management metrics.
  • Identify, recommend and facilitate the appointment of new resellers
  • Develop in conjunction with field marketing joint marketing strategies with the resellers that enable them to meet their objective
  • Provide a focal point for the relationships with assigned strategic, alliance and global partners to include the successful introduction of new products, including pricing programmes and the coordination of key events hosted by business partners in which Zebra will display, present or support the event.
  • Provide and assist support to the reseller accounts by providing sales training, pre sales support, and demonstration of equipment and participation in joint end user visits.
  • Provide support to assigned accounts and distributors by preparing, managing and executing VAR development days using sufficient resource available at the time.


  • Preferably educated to degree level or equivalent.
  • Experience in channel sales with a proven track record in working successfully with the resellers to achieve effective business results.
  • Experience in deploying Marketing campaigns amongst targeted reseller base to encourage gro
  • Able to demonstrate a successful track record in achieving quota and sales growth in previous positio
  • Significant expertise with channel program management.
  • Excellent relationship building skills, with ability to develop a strong business network.
  • Strong influencing skills and can demonstrate ability to influence at different levels of an organizatio
  • Ability to logically plan, set priorities, identify and resolve problems to produce measurable results.
  • Proficient in analysing market trends and recognising business opportunities.
  • Excellent written, verbal and presentation skills.
  • Strong Microsoft Office, Sales and reporting skills.

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