• Distribution Channel Account Manager - International Distis

    Location UK-Bourne End
    Job ID
  • Overview

    This role can be based in any EMEA location


    We're looking for an experienced Distribution Channel Account Manager (DCAM) to take ownership of assigned International Distributor accounts that operate across the EMEA region.   The International DCAM develops and executes the sales strategy for assigned International Distributor accounts with support from the EMEA Distribution Lead and through effective collaboration with regional DCAMs, Channel Managers, Account Managers and other colleagues in each of the EMEA sub regions.  Focusing on Distributor success, maximising Distributor value, enhancing the Distribution proposition, and facilitating the relationship between Distributor and Zebra is key to enabling Distributor growth, readiness and capability by developing and executing an effective business development plan.  The International DCAM effectively utilizes sponsorships, marketing initiatives, etc. to promote partnership and improve Zebra business within the International Distributor eco system.   You'll manage Distributor metrics, including: co-op, sales out reporting, sales and technical certification training, and technical support requirements.

    Additionally, the International DCAM must work with each of the EMEA sub regions to understand and agree the best strategies per sub region for the International Distributors that they manage, and then deploy and execute those strategies to achieve overall success.  Communication, networking, influencing and collaboration are key skills to ensure success.
    Out of Named Account List and Non-Managed Partners are key priorities for incremental new business growth, and Named Account List and Managed Partners are key priorities for existing business fulfilment support.



      • Knowledge/Expertise
        • Technical Skills - Uses moderate domain / solutions knowledge
        • Knowledge of Zebra -Utilizes a solid understanding of all products/services in the business
        • Sales Skills – Applies Solution Selling Concepts to customer situations; excellent communication and interpersonal skills
        • Managerial Skills - Understands policies and practices related to role and shares ideas for improvement
        • Business Acumen - Understands and explains how Zebra solutions can help the customer's business results; obtains profitable revenue growth via a value proposition vs. competition
        • Market/customer Knowledge – Uses full knowledge of customer's business and market economics/trends to position effectively verses the competition
      • Solution Complexity/Strategic Thinking
        • Nature of Problems Solved – Solves routine problems of moderate complexity(e.g verifying technical capability) at the customer level
        • Role in Addressing Problems –Understands and resolves problems with support from technical resources
        • Complexity of Solutions – Typically medium complexity (eg value proposition verses competition),  but may have some complex projects that require unique coordination of technical resources
      • Freedom to Act 
        • Level of Guidance –works under general supervision.  Makes decisions of moderate complexity that impact deliverables of projects; exercises judgement in approach, sometimes requiring and assessing tradeoffs
        • Takes Direction From – Group Manager and Directors
      • Customer Interface
        • Role – Acts independently or as a team lead for ad-hoc teams
        • Level of Customer Contact – Buyers/decision makers for small and mid-sized deals and end users
        • Main Level of Interaction – Leads negotiations on complex deals which may be primarily technical, financial or both
        • Required Knowledge of Customer – Responsible for influencing the customer to purchase moderate size projects
      • Accountability
        • Business and Financial Impact – Responsible for individual revenue attainment, with established prices and personal expenses
        • Relative Size and Scope – Moderate to average individual quota size for business and like roles
        • Types of Projects – Many transactions with some moderately complex deals
        • Strategic Impact for Zebra – Medium/mid-term


    • Preferred Education:
      - Bachelors or equivalent experience.
    • Preferred Work Experience:
      - Solid Sales experince in a technology environment.
    • Key Skills and Competencies:
      - Uses moderate domain / solutions knowledge
      - Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
      - Understands policies and practices related to role and shares ideas for improvement
      - Must be willing to travel extensively
    • Languages:
      - Must be fluent in local language to an acceptable business level standard
      - English to a good standard also required.

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