• Go-To-Market Manager, Software/SMART Solutions

    Location UK-BKM-Bourne End
    Job ID
    53169
    Function
    Sales
  • Overview

    Zebra empowers those on the front line in retail, transport and logistics, manufacturing and other industries to achieve a performance edge—an edge that translates to delighted customers and superior business results.

    As the pioneer at the edge of the enterprise, our products, software, services, analytics and solutions are used to intelligently connect people, assets and data.  We have decades of industry experience of designing with frontline users and workplaces in mind, giving customer the tools and guidance needed to optimise in-motion operations and make business critical decisions.

     

    Our Intelligent Edge Solutions (IES) division is responsible for identifying and developing industry leading solutions used for mission critical Supply Chain market applications, as an integral part of our Enterprise Asset Intelligence (EAI) strategy.

    Responsibilities

    This position works closely with our IES Portfolio Management team to define and operationalize our EAI vision. collaorating with core business units across Zebra to prioritize and deliver our solutions portfolio.    These Solutions leverage the data visibility which is enabled via hardware, software and services from across Zebra’s product and from key partnerships.

    This role has direct responsibility for the portfolio definition, positioning, launching, promotion and overall business management. They will also help develop channel programs and initiatives to drive sales through Direct, Partner and Distributor led sales.   Also, for the market analysis – including pricing, business development and channel initiatives for a segment of products within the IES product portfolio. 

     

    Specifically, this peson will identify and develop programs and initiatives to help drive product/software sales in EMEA, supporting the R&D program teams and helping establish program priorities for EMEA – crucially, there is a need to understand the impact of products on customer/partner business and business model, ensuring activities and programs take into consideration the whole value chain, not just “product” specs. - key metrics include revenue attainment, new product/solution introduction, ramp up and sustaining product forecasting, contribution to the product lifecycle and ownership of the EMEA input to the Product Advisory Committee (PAC) process for the IES Solution portfolio.

    Continually working with partner and distributor sales teams to understand market needs and pro-actively engage with them to drive the IES portfolio. As a significant part of this role is customer (end user or channel partner/distributor) facing with the need to present to intimate groups and large conferences, the role will require significant travel across EMEA, and to the IES Business Unit (BU) in the USA.  The RPM will need to build strong relationships and working understanding of the product BU in USA, to perform the role successfully


    The successful candidate will become an expert in the product positioning, competitive landscape and complete go-to-market model for the IES products allowing them to best position to win business in the market place, and represent EMEA needs to the BU.


    This is not a technical role, since a significant amount of the role involves designing, developing and deploying strategic and tactical channel programs and promotions, to significantly impact EMC product sales. 

     

    Qualifications

    We're looking for a highly commercial and driven individual with a passion for topics such as cloud, machine learning and AI to bring to life the propositions for our complex IES portfolio.  You'll have experience of taking new solutions to market previously - finding partners, developing robust propositions, pricing and building business cases.  Ideally your skills will include: 

    • Preferably a marketing, business admin or engineering degree, or equivalent experience.
    • Previous product management or software technical sales experience
    • Must understand basic sales methodologies, and be familiar with product/software sales via direct and indirect channels.
    • Ability to understand customer and market needs, then translate these into product/software and GTM requirements.
    • Ability to determine real product/market needs and specific customer needs
    • Excellent written and verbal communication (especially over the phone) are a requirement
    • Fluency in English is required, ideally with one or more European languages.
    • Ability to prepare and present to large groups on both internal and external customers
    • Ability to travel freely across the EMEA Region and to United States (60% of your time will be travel based)

     

    Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
    Share with your network