Zebra Technologies provides a world-leading range of enterprise-class rugged mobile computers, enterprise/mobile printers and other location/cloud offerings. Particularly in the case of mobile computers, these devices only deliver a business benefit to end-customers when they incorporate an application to provide a solution to a business need. Some enterprise mobility reseller partners develop their own applications, but increasingly customers are buying applications from third-party software developers who are not acting as enterprise mobility resellers. Zebra created a partner programme for such Independent Software Vendors (ISV), to cultivate their influence with customers towards Zebra devices.
The EMEA ISV programme has been live for several years and there are now over 1200 ISV partners. Aware-ness levels within the internal sales and channel teams, and to some extent the reselling partner community have risen, but there is a need to drive an active and continuous awareness and engagement between ISVs and reselling partners, and proactive interaction with key ISVs to leverage their sales opportunities. In addition, it is recognised that new ISVs are needed to help penetrate new markets such as Healthcare, government etc. This role is to drive recruitment and engagement and leverage the influence of ISVs based in East region, to grow incremental revenue primarily in EMEA but also globally.
This role is responsible for the identification, recruitment, activation, enablement, and development of vertically focused software development partners (ISVs) which create applications servicing Zebra’s targeted customers in a variety of different vertical markets. These verticals include: retail, healthcare, manufacturing, hospitality, transportation and logistics, energy/utilities, and state & local government. In addition, this person will drive the sales teams’ awareness of these ISVs and ensure the sales teams have the right ISV partner portfolio to effectively co-sell into the assigned verticals. The success of the role will be measured on a combination of team/regional revenue, ISV influence revenue, and MBOs related to ISV-management best-practice.