ISV Business Development Manager-TandL and Manufacturing

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.

This role is responsible for the recruitment, enablement, and development of */new/*, vertically focused software development partners that create applications servicing our targeted customers in a variety of different vertical markets. These verticals include: retail, healthcare, manufacturing, hospitality, transportation and logistics, energy/utilities, and state & local government. In addition, this person will drive the sales awareness strategy for these verticals and ensure the sales teams have the right partner portfolio to effectively sell into the assigned verticals. The success of the role will be measured on a combination of resale revenue, influence revenue, and MBOs.

* Identify, evaluate, recruit, enable, and develop strategic vertically focused ISV partners with strong enterprise mobility value proposition. * Align with our Industry Solution Group team members, global industry team members, and strategy teams to determine short list of strategic recruits to enable our success in selected verticals. * Clearly articulate target markets these companies can address including size of markets, and value proposition the prospect company has addressing that market. * Align with ISV Program Manager, product business units, and, utilizing SFDC report data, ensure we have the right ISV Partners for the right products at the right price for our targeted verticals. Work with ISV Program Manager to ensure that product launch includes the ISV partner strategy at launch. * Focus on ISV Partner Success. Maximize ISV partner value with the sales teams and facilitate the ISV/Zebra relationship. Enable ISV partner growth, readiness & capability. Position the partner appropriately to sales teams and vertical market teams within Zebra as well as the greater partner ecosystem. * Educate Partner(s) on Zebra products and offerings. Establish a joint technology roadmap-Including business plan and marketing plans. * Manage partner metrics within Salesforce to assure that the ISV partner and their respective sales teams are correctly reporting activities and influence for our joint customers. * Attain “trusted advisor” status with Partner(s), help manage partner conflict, support the ISV Program Manager with field/partner feedback - be an advocate for the Partner.

* Education: A Bachelors degree from an accredited institution * Experience: 5+ years-related experiences in the following: * Channel Sales Management * Channel Partner Programs development, delivery, and execution * Strong knowledge of channel delivery business models * Experience in the software field a plus * Project management experience preferred **Program and Business Knowledge** * Knowledge of Zebra’s channel program and how ISVs participate and benefit, allowing this person to consult and guide new and experienced ISVs and sales people to ensure they utilize our program tools to the fullest. * In-depth knowledge of the business models that ISVs operate under and how those business models fit into our eco-system. * Detailed knowledge of critical tools that ISVs and Sales people must use to complete their sales engagements. * Thorough knowledge of the vertical markets where our solutions fit and where ISVs can add value with their applications including solution, technology, and product offerings * Experience with project management leadership and resource tracking techniques. * Knowledge of software and/or hardware development, testing and implementation. * Must be viewed as a leader by senior management, peers, customers, partners and other Zebra organizations. * Must be able to foster Partner to Partner interaction in building synergies between partners with software expertise and partners with integration expertise. **Skills Required** * Excellent written and verbal communication, listening, negotiation and presentation skills. * Excellent organization, problem solving and planning skills. * Full knowledge of all relevant business policies and practices; strong ability to energize and lead ISV prospects. * Possess the ability to convey Zebra Product Knowledge and participate in technical discussions at an appropriate level. Stays abreast of overall industry trends and knowledge. * Skillful in negotiating with both internal and external groups as well as skilled in conflict management capabilities focused on win results for all involved parties. Leads problem resolution, identifies appropriate resources, mitigate future risk. * Determines and pursues courses of action essential in obtaining desired outcomes.; operates in conjunction with ISV Program Manager to make decisions that impact sales effectiveness and will help meet or hinder a business in meeting objectives