Channel Development Account Manager (Hybrid - Lincolnshire, IL)
US-IL-Lincolnshire
Zebra Technologies
Req #: 111372
Type: Employee|Employee|Regular Full-time
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Overview: The Channel Development Manager Associate recruits, develops and manages partners in a given territory to achieve the annual territory growth plan. The CDM Associate is responsible for developing channel resellers and identifying potential candidates for the Zebra Partner Program. The CDM Assoc. develops partner and territory business plans and collaborates with other internal and external resources for coverage alignment in addition to; evangelizing company products, driving new solutions, and developing marketing tactics with partners and channel resellers. Quarterly field work/travel is expected, however, majority of work is conducted via webinars and conference calls to cover a broad base of partners and achieve growth expectations. In addition to the general responsibilities of an CDM, the CDM will act as a team lead and provide necessary support to the CDM management team. It is also expected that a CDM is proactively driving initiatives that will positively impact the inside sales team. Must reside in the US, specifically within the Chicagoland area with the ability to work a hybrid schedule (3 days in office out of Zebra's Lincolnshire, IL location). ~ 10% travel expected to cover the territory of IL, WI, IA, MN, NE, SD, ND. Responsibilities: * Sell the company's products and services via telephone or electronic means to customers in assigned territory, industry, or accounts. * Maintain forecast and provide management with regular updates including sales forecasts, competitive analysis, market trends, and territory opportunity. Continuously refine and increase accuracy. * Manage and drive growth with both existing and new resellers to achieve quota targets. * Coordinate MDF activities with channel marketing and ensure optimal utilization to drive growth. * Ensure that partners meet the requirements of their respective track in the Partner Connect Program * Conduct Quarterly Business Reviews with key partners * Drive partner attendance to Zebra and Distribution sponsored trade shows, training sessions and industry events * Act as a liaison between partners and end-user accounts across all verticals and markets, including collaboration with territory and/or vertical account managers * Deliver value propositions and other key messaging to Partner community * Utilize SFDC to manage relevant partner touches and opportunities in collaboration with territory account manager counterparts * Review, monitor and report on deal registrations and price concessions * Communicate product launches and promotions to partners and peers * Perform other duties and projects both proactively and as assigned * Regularly exceed iPerform goals and expectations Qualifications: Minimum Requirements: * Bachelors or equivalent experience * 2 + years of B2B channel sales experience * Proven ability to navigate tools such as Power BI, Salesforce, Outreach, and Excel * Must reside in the US, specifically within the Chicagoland area with the ability to work a hybrid schedule (3 days in office) out of Zebra's Lincolnshire, IL headquarters. ~ 10% travel expected to cover the territory of IL, WI, IA, MN, NE, SD, ND. Preferred Qualifications: * Current / previous experience selling similar offerings/coming from same/similar industry a strong differentiator * Self-starter, energetic, strategic and analytical * Tenacious with outbound calling to build relationships * Strong communication skills * Demonstrated sales acumen * General technical understanding and enthusiasm for continuous learning * Display and promote Zebra core values among peers * Charisma: To earn support, trust and develop long-term partnerships - both externally and internally * Eye For Business: To be relevant to major key stakeholders Zebra is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other basis prohibited by law. If you are an individual with a disability and need assistance in applying for a position, please contact us at workplace.accommodations@zebra.com Know Your Rights: https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf Conozca sus Derechos: https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRightsSp_10_20.pdf We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. Zebra is a federal contractor and is committed to an alcohol and drug free workplace. As a result, all U.S. based employees are subject to the Drug and Alcohol Free Workplace Policy and Procedure.
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