Channel Mgr

SG-Singapore
Job ID
44431
Function
Sales

Overview

Takes ownership of assigned channel account(s) or territory; develops and executes sales strategy for assigned account(s) or territory with manager’s input; develops strong relationships with key channel contacts and leverages to Zebra’s advantage; utilizes sponsorships, marketing initiatives, etc. to promote partnership and improve Zebra business within the channel.  Plan and execute new solution launches within channel and delivers high impact sales presentations and product training.

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

Qualifications

  • Preferred Education:
    • Bachelors or equivalent experience
  • Preferred Work Experience (years):
    • 2-5+ years of applicable work experience.
  • Key Skills and Competencies:
    • Uses moderate domain / solutions knowledge
    • Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
    • Understands policies and practices related to role and shares ideas for improvement

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