• Inside Channel Account Manager (German)

    Location UK-Bourne End
    Job ID
    49778
    Function
    Sales
  • Overview

    Zebra is looking for a German speaking Internal Channel Account Manager (ICAM) to join in EMEA team based in Zebra EMEA HQ.

     

    In this position, you will learn to develop and promote the sales of Zebra products in the assigned territory/country. You will also assist and collaborate with an experienced Zebra ICAM to partner with existing and new reseller accounts to identify growth opportunities.

     

    To be successful you will need to develop excellent communication skills and expand your sales capability to take on responsibility for designated accounts. In addition, you will develop your commercial skills by working directly with channel partners and more senior team members in Sales and Internal Sales in Zebra.

     

    Responsibilities

    Business Responsibilities:

    • Develop and maintain relationships with resellers. Proactively engage with resellers through outbound calling.  
    • Profiling of reseller’s business and analysis of revenue data to identify product focus, opportunities, wallet share and competitor products. Identifies resellers to target, evaluating revenue spent over previous quarters.  
    • Supports telesales campaigns and promotions in line with RCM / RSM (Regional Channel / Sales Manager) objectives and timelines.
    • Provide recommendations for alternative Zebra Products and supporting information aligning with all available resources to closure.
    • Inbound reseller response handling as the point of contact for the resellers. Directing queries and liaising with other departments as relevant.
    • As part of the regional sales team, the role is to identify further opportunities, updates on sales forecast, competitive analysis, pricing and reseller trends. Continually reviews information to improve accuracy.  
    • Ensures close collaboration with RCM/RSM and Partner Interaction Centre (PIC Team) as well as continued feedback on lead allocation to the target partners

     

    Reporting:

    • Provides weekly status reports to sales team including forecasting new opportunities.
    • Maintains and updates opportunities and forecasts within SFDC (Salesforce.com).

     

    ISV:

    • Reach out to ISVs, analyse their business and level of activity, interest to partner with Zebra, experience of using Zebra devices and geographical coverage. Qualifying potential for Zebra
    • Introduce the ISV to the Partner Connect ISV program structure, covering the benefits and mechanics of engagement (eg ordering demo kit)
    • Possible on boarding of ISVs as a Reseller
    • Ensure compliance of ISVs not reselling Hardware to register recent/current projects using “Influence registration”. Link the ISV with a suitable Reseller to fulfil hardware requirements
    • Email outreach to key contacts at ISVs & hold regular conference calls with them
    • Encourage and manage co-marketing activities with ISVs, arrange MDF funding if approved.

     

    Partner Program:

    • Understands and is able to promote the Zebra Partner Programme
    • Responsible for the continued engagement with registered ISV/IHV, application partners to ensure the CAM/AM’s are engaged and aware of the Sales funnel generated from the ISV rewards program through to sales conclusion.

     

    Other:

    • Self-Development – Take responsibility for a pro- active approach to collaboration within the regional assigned teams. Aspire to lead the growth of our product offering in the unmanaged channel accounts
    • Training / Systems - Ensure full awareness of Zebra’s commercial product offering to the channel, attend and complete on-line training tools as they become available in a timely manner.

    Qualifications

    • Excellent communication skills – both written and verbal. Able to communicate technical information.
    • Fluent in English and German language
    • Builds relationships and customer focused
    • Sales disposition, takes ownership for accounts and result driven
    • Analytical skills
    • Product knowledge - some technical knowledge of products an advantage
    • Appreciation of Enterprise Software apps would be advantageous
    • Self-management of role – self-starter, motivated and organised

    ·         Flexible in approach

    ·         MS Office including Excel and PowerPoint Siebel knowledge & Salesforce.com (although not essential).

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