Channel Strategy and Program Senior Advisor

Zebra builds tracking technology and solutions that generate actionable information and insight, giving companies unprecedented visibility into their businesses by giving physical things a digital voice. Zebra’s extensive portfolio of solutions give real-time visibility into everything from products and physical assets to people, providing very precise operational data not only about where things are, but what condition they are in.

The Channel Strategy & Program Senior Advisor leads development of the region’s channel strategy and partner programs, defines channel profiles and requirements, drives ongoing channel analytics to enable management & growth of entities that drive the majority of the company’s revenue. Develop and maintain industry best practice channel strategy to provide basis for partner program and channel sales coverage. The Sr. Manager, NA Channel Strategy, Program and Analytics will coordinate across business functions to develop and deliver all elements of the region’s channel strategy and partner programs and ongoing measurement of efficacy. This position will be given strategic direction, but must be able to work without the need of close supervision to coordinate and drive these activities. This person will apply knowledge of the reseller and systems integrator community in general and those focused on Zebra vertical markets; as well as Zebra’s channel and business structure and marketing strategies, to complete all of the accountabilities noted below.

* Partners with strategic marketing teams and regional sales to identify channels required to support vertical marketing requirements and coverage needs of the region, and to create a channel sales coverage strategy based on market opportunity. * Leads creation and ongoing management of company’s partner program, representing best in class industry practice, including all standard financial incentives (i.e., discounts and rebates), balancing the needs of the region with alignment to global standards. * Develop partner program materials working with marketing and communications to aid in program launch and the recruitment and retention of targeted partners. * Creates and manages ongoing partner program and overall region channel analytics, KPIs and measurement cadence, and provides recommendations for enhancements, improvements or changes. * Serves as the voice of the region and provides channel evangelism and advocacy in all global and regional activities affecting channel strategy and programs, including uncovering and addressing areas of destructive channel conflict. * Work with channel operations and communications teams to develop program implementation schedules, including external and internal communications and training sessions. * Provide strategic direction for partner events in support of strategic program goals, including regional Partner Advisory Councils (PACs) * Work with the region to develop, manage and implement tactical channel initiatives, as required * Provide content for channel strategy and program marketing, collateral and communications * Train other internal associates as required. * Perform other duties as assigned.

* Bachelor’s degree in business discipline, MBA preferred * 10+ years’ experience in channel management/development/marketing with multiple types of indirect channels * Proven understanding of channel and sales processes, systems, tools, including PRM/CRM * 5+ years’ experience of designing and developing channel strategies and programs * Strong strategist, with a good sense for practicalities * Proven strong analytical, interpersonal and communication (written and verbal) skills * Demonstrates high degree of initiative and complex problem solving skills * Strong matrix management skills, team leadership skills, and ability to facilitate change and engage others in execution of strategic goals * Proficiency in Microsoft Excel and PowerPoint applications * Comfortable working with field resources, C-Suite, and external business owners * Good presentation skills * Ability to handle negotiations effectively