• Inside Channel Account Manager (Nordic countries)

    Location UK-Bourne End
    Job ID
  • Overview

    This role is responsible for telephone sales in the Nordic region so must be fluent in a Nordic language.

    To develop and promote the sales of Zebra products in the assigned territory/country. Partnering with existing Reseller accounts and identifying growth opportunities.    


    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



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


    Independant Software Vendor (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.



    • 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.




    • Excellent communication skills – both written and verbal. Able to communicate technical information. 
    • Fluent in a Nordic 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 and Salesforce.com (although not essential)

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