The Manager, Channel Programs and Marketing is the business owner of Zebra’s partner programs and marketing in the North America to help drive revenue and maximize profits through sales channels that significantly contribute to the organization’s revenue. Specifically, this person develops program and marketing strategies and leads teams to: develop channel programs and compensation structures that drive growth for Zebra in traditional and high growth markets; and develop marketing strategies and tactics that align with and support corporate sales and marketing objectives.
Responsibilities:
Develop and maintain a world class channel program that enables Zebra to integrate the right mix of channel partners in order to deliver solutions to the appropriate vertical markets (as identified in the regional strategic plan). Develop the appropriate channel program elements and requirements to ensure rapid adaptation of Zebra solutions by the existing channel and through the recruitment of required net-new channels to meet revenue objectives.
Ensure that program is operationally sound and can be effectively delivered through regional resources and systems.
Develop channel route to market strategies that can build the go to market message and be executed to deliver profitable growth for the North America region.
Collaborate with product groups, regional and global marketing, sales, and sales operations to drive the execution of the channel strategy across Zebra’s partner ecosystem.
Act as the channel expert leading internal Zebra organizations to adopt channel processes ensuring effective product, solution, and program rollouts to our channel partners.
Support the development and execution of new partner types/categories (as necessary) as a route to market.
Working with product and vertical marketing resources, identify recruitment, enablement, and development strategies for product/vertical markets designed to grow business by region and channel segments. Design & implement channel marketing strategies to meet corporate sales goals. The channel marketing strategy includes key account analysis, competitive research, marketing positioning and implementation tactics, given the product portfolio.
Team with other marketing departments (Marcom, Industry Marketing, Product Marketing) to ensure alignment and resource deployment to support initiatives and revenue attainment.
Team with Product Marketing and Product Management to create and deliver compelling channel promotions and tools to drive Zebra sales and end user pull-through behavior via selected channels.
Managing a marketing budget of $3.0M to perform program implementation in NA+ with a team of 3 people and external resources.
Act as marketing consultant to strategic alliance internal and external resources to develop comprehensive co-marketing plans across multiple channels.
Working with cross-functional team to ensure continuity of product strategy to tactic marketing implementation with superior communication inside and outside Zebra.
Responsible for maintaining and promoting Zebra's marketing visibility by developing and managing two Vision Council meetings per year and quarterly PartnersFirst Webcasts.
Develop metrics to measure performance of each marketing program and resource allocation, given the targeted customer segment. Responsibility includes action plan formulation, process improvement, and corrective actions as necessary.
Act as a marketing expert, performing consultative resources to channel partners to design, develop and deploy marketing campaigns and tactics that drive sales results.
Develop channel communications internally and externally.
Qualifications:
Minimum 10 years experience in a channel oriented B2B Company. 5 to 7 years of experience successfully developing and leading channel program strategies.
A background that includes a blend of sales, marketing, programs and channel strategy is desired.
Demonstrated track record of presenting to executive management on channel program strategies and their support of corporate goals and objectives.
Demonstrated track record of evangelizing all levels of the organization on best practices related to channel strategy and marketing.
Must have a detailed knowledge of and experience with different partner business models including Alliance partners/OEMs, SI, ISV, VAR, and Distributors.
Must work cross-functionally and build consensus across the organization to achieve defined goals.
Must have a consultative approach to problem solving.
Excellent communication skills (written and verbal) and analytical skills.
BS/BA degree, Business or Marketing.
Zebra Technologies - 10 months ago
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