Senior Distribution & Channel Growth Manager

Overview:

At Zebra, we are a community of innovators who come together to create new ways of working. United by curiosity and a culture of caring, we develop smart solutions that anticipate our customer's and partner's needs and solve their challenges.

Being part of Zebra Nation means you are seen, heard, valued, and respected. Drawing from our unique perspectives, we collaborate to deliver on our purpose. Here you are part of a team pushing boundaries today to redefine the work of tomorrow for organizations, their employees, and those they serve.

You'll have opportunities to learn and lead in a forward-thinking environment, defining your path to a fulfilling career while channeling your skills toward causes you care about-locally and globally.

Come make an impact every day at Zebra.

What We're Looking For:
Takes ownership of assigned distributor account(s) or territory. Develops and executes sales strategies with minimal input from manager for a higher level of financial responsibility; proactively sells solutions encompassing a wider range of products or services; partners with distributors to develop and co-execute
high impact launches, co-marketing campaigns, etc. to improve business for both. Focuses on distributor success, maximizes distributor value, and facilitates distributor and Zebra relationship. Enable distributor growth, readiness and capability by developing and executing an effective business development plan; utilizes sponsor ships, marketing initiatives, etc. to promote partnership and improve Zebra business within the distributor eco system. Manage distributor metrics, including: co-op, sales out reporting, sales and technical certification training, and technical support requirements.

May be responsible for indirectly managing or influencing the Account Reps supporting the channel/customer and service and supply chain related to the distributor eco system.
Essential Duties and Responsibilities:
Knowledge/Expertise

- Technical Skills - Uses moderate domain / solutions knowledge

- Knowledge of Zebra - Utilizes solid understanding of all Products/Services in 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 customer's business results; obtains profitable revenue growth via value proposition vs. competition

- Market/customer Knowledge - Uses full knowledge of customer's business and market economics / trends to position effectively versus competition

Solution Complexity/Strategic Thinking

- Nature of Problems Solved - Solves routine problems of moderate complexity (e.g. verifying technical compatibility) at the customer level

- Role in Addressing Problems - Understands and resolves problems with support from technical resources

- Complexity of Solutions - Typically medium complexity (e.g. value proposition vs. 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 judgment 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 - Responsible for influencing the customer to purchase moderate size projects

- Required Knowledge of Customer - Operational strategies for success and competitors

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

Minimum Qualifications

• Bachelor's degree or equivalent
• 5+ years of comprehensive sales experience, engaging directly with both end-users and channel partners.
• Proven ability to navigate and successfully resolve channel conflicts.
• Demonstrated experience in accurate sales forecasting, managing both sales-in and sales-out projections.
• Track record of selling a product portfolio through distribution networks to
• channel partners.
• Solid understanding of financial principles and general business acumen

• Prior experience working in or closely with distribution networks.
• Exceptional communication and formal presentation skills.
• Strong management, leadership, and organizational capabilities.