Joint Venture Partners, Manager NA
Overview At Zebra, we're reinventing how businesses operate at the enterprise edge - helping them run faster, smarter, and more connected than ever before. A dynamic community of builders, doers and problem solvers, we each play a unique role - shaping new technologies, bringing solutions to market, and partnering with companies on the front line of business. Being a part of Zebra means making your mark as we make digital transformation a reality. It means growing into a leader at a leading company that makes a distinct difference - because together, we've only just begun. Build Today. Create Tomorrow. Become a leader at a leading company. Become a Zebra. We have created a new opportunity for an outstanding business development professional to join the Global Partners team as Joint Venture Partners Manager, NA. Our Joint Venture partners build the ecosystem in which Zebra works; working closely with these partners will help Zebra engage higher, earlier and deeper in client opportunities. To be successful in this role you will need to build and manage a set of co-sell relationships with high profile technology partners including Google, Microsoft, Aruba and Oracle. You will be comfortable bringing sales leaders and their teams together, articulating a joint value proposition and ultimately driving incremental revenues in high profile projects for Zebra and our partners. Job Summary Take regional leadership of Zebra's relationship with selected Joint Venture Partners (JVPs), achieve multi-million sales goals by delivering incremental revenue opportunities from these partnerships. Develop and execute Zebra's go-to-market strategy with the nominated JVP account set; define and agree a sales sweet spot, creating joint value messaging & customer presentations for internal and external stakeholders, identifying target accounts, and associated incremental revenue opportunities for Zebra and the named partners. Evolve JVP co-sell strategies with minimal input from manager, demonstrating a high level of financial responsibility Develop strong relationships with key partner contacts; create and deliver high impact sales presentations and be capable of product training; often for an audience with a strong technical background but limited Zebra experience. Actively engage with and bring together sales teams; effectively communicate the value of co-sell programs within managed JVPs. Develop strong relationships with key decision makers and influencers - build stable, long-term relationships with regional executive and sales leadership teams. Responsibilities Knowledge/Expertise Technical Skills - Uses advanced domain / solutions knowledge to competitive advantage Knowledge of Zebra-Provides input into development of business products/services; understands and follows multi-business protocols Sales Skills - Develops and adapts advanced sales strategies to unique partner & customer needs Managerial Skills - Often leads others in their development; provides input to policies and practices Business Acumen - Develops business solutions and directly addresses financial issues resulting in profitable revenue growth for Zebra; able to coordinate and present complete, complex solutions in partnership with industry leading brands Solution Complexity/Strategic Thinking Nature of Problems Solved - Solves complex problems which may require unique solutions (e.g unique applications of existing technologies) that are used across the business in similar situations Joint Value Positioning - Understands nature and concept of JVP engagement, recognises unique requirements of co-sell engagements Role in Addressing Problems-Leads problem resolution, identifies appropriate resources, develops contingency plans Complexity of Solutions-Typically medium to high complexity; has several complex projects, all which require unique coordination of technical resources; multi-country issues may be involved Freedom to Act Level of Guidance - Demonstrates wide latitude for decisive action to impact business outcomes; exercises independent judgment within broadly defined practices/policies in selecting approach and technique Takes Direction From - Manager and Business Unit Directors Customer Interface Role - Often leads semi-formal teams or significant portions of a large permanent team Level of Customer Contact - Multiple decision makers, stakeholders and influencers for large & complex projects across Zebra, partners & end users Required Knowledge of Partner - Industry strategies and customer positioning, customer financials and business drivers Accountability Business and Financial Impact - Responsible for revenue attainment, margins where appropriate, and personal expenses Types of Projects - Moderately complex deals with a few large, complex deals Strategic Impact for Zebra - High Qualifications Minimum Qualficiations:
Bachelors degree 6
years of applicable work experience Partner or end user sales experience in complex sales environments Strong record of success Proficient English skills are essential Preferred
Qualifications:
8
years of applicable work experience Demonstrable sales success through a complex industry-aligned ecosystem & integrator relationships Deep SaaS domain knowledge would be a benefit Proven experience of operating successfully in a multinational, matrix organization. Previous experience in alliance management developing and adapting sales strategies to unique partner needs. A track record of sales success and new market development. Key Skills and Competencies:
Resilient and highly organized self-starter who enjoys working in a team to accomplish goals. Shows high levels of energy and personal credibility Communicates effectively - this will be a a complex sales environment with a requirement to manage multiple and occasionally competing stakeholders.
Salary Range:
$100K -- $150K
Minimum Qualification
Sales Management & Operations, SalesEstimated Salary: $20 to $28 per hour based on qualifications.
Bachelors degree 6
years of applicable work experience Partner or end user sales experience in complex sales environments Strong record of success Proficient English skills are essential Preferred
Qualifications:
8
years of applicable work experience Demonstrable sales success through a complex industry-aligned ecosystem & integrator relationships Deep SaaS domain knowledge would be a benefit Proven experience of operating successfully in a multinational, matrix organization. Previous experience in alliance management developing and adapting sales strategies to unique partner needs. A track record of sales success and new market development. Key Skills and Competencies:
Resilient and highly organized self-starter who enjoys working in a team to accomplish goals. Shows high levels of energy and personal credibility Communicates effectively - this will be a a complex sales environment with a requirement to manage multiple and occasionally competing stakeholders.
Salary Range:
$100K -- $150K
Minimum Qualification
Sales Management & Operations, SalesEstimated Salary: $20 to $28 per hour based on qualifications.
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