• Regional ISV Manager - Eastern Europe

    Location CZ-Brno
    Job ID
    57156
    Function
    Sales
  • Overview

    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.

    Responsibilities

    1. Identify, evaluate, recruit, activate, collaborate, and develop vertically focused ISV partners with strong enterprise mobility value proposition.
    2. Align with our Vertical Industry team members and strategy teams to determine short list of strategic ISV recruits to enable our success in selected verticals.
    3. Activate and drive collaboration with the top-potential ISVs, aligning with Regional ISV Program Manager, vertical leads and product groups to ensure we have the right ISV Partners for the key products in our targeted verticals. Work with Regional ISV Program Manager to ensure that product launches include key ISV partners at launch.
    4. Maintain ISV-relationships and engagement in key aspects of the ISV program according to each ISV’s potential value to Zebra. Drive joint go-to-market activities, utilizing Market Development Funds (MDF). Maximize ISV partner value with the sales teams and facilitate the ISV/Zebra relationship. Enable ISV partner growth, readiness & capability. Position the ISV partner appropriately within Zebra as well as the greater partner ecosystem.
    5. Educate managed ISV Partners on Zebra products and offerings. Establish a joint technology roadmap and regular activity review, including Collaboration plan and marketing activities.
    6. Report on success metrics, and feed into regional ISV reporting.
    7. Manage/co-ordinate elements of the ISV programme within East region, including:
    • Influence Rewards – promote to ISVs to extract pipeline
    • Co-marketing activities with ISVs and corresponding requests for ISV MDF allocation with selected ISVs for demand generation
    • Technical engagement/education events
    • Communication to East region ISVs to ensure maximum mindshare
    • Drive ISV participation to Marketing and Channel events.

     

    Qualifications

    • Business or technical degree or equivalent.
    • Proven track record in partner management or channel sales/marketing
    • Possess appropriate level of mobile application software and solution knowledge, partner relationship experience, sales/marketing experience and interpersonal skills to professionally manage ISV relationships, and influence internal resources as required.
    • Strong communication, presentation and commercial skills
    • Demonstrated awareness of Zebra core markets with the ability to formulate appropriate solution offerings with ISVs
    • Effective time management and task prioritisation when under pressure
    • Willingness and ability to travel within East region (approx. 75%).

     

    Requirements:

    • Applicant must be based inside the region they serve

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