Channel Mgr

Remote Work: Hybrid
Overview:
At Zebra, we are a community of innovators who come together to create new ways of working. United by curiosity and a culture of caring, we develop smart solutions that anticipate our customer's and partner's needs and solve their challenges.

Being a part of Zebra Nation means you are seen, heard, valued, and respected. Drawing from our unique perspectives, we collaborate to deliver on our purpose. Here you are a part of a team pushing boundaries today to redefine the work of tomorrow for organizations, their employees, and those they serve.

You'll have opportunities to learn and lead in a forward-thinking environment, defining your path to a fulfilling career while channeling your skills toward causes you care about – locally and globally.

Come make an impact every day at Zebra.

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.-Regional position-

Responsibilities:
The Channel Manager is responsible for developing, enabling, and managing Zebra's partner ecosystem in Argentina. This role drives revenue growth through indirect sales channels, with a strong emphasis on hardware-led solutions and partner execution. The Channel Manager works closely with distributors, resellers, and system integrators to expand market coverage, accelerate pipeline, and ensure effective go-to-market execution.

• Knowledge/Expertise

• Technical Skills - Uses moderate domain/solutions knowledge

• Hardware + B2B Technology experience
• 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 -Technology degrees and hardware experience-

• Preferred Work Experience (years):

• 5 a 8+ 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
• Ability to manage and support existing partners under guidance
• Experience assisting with partner onboarding and enablement

• Basic experience supporting joint business plans (JBPs) Sales & Pipeline Support

• Experience supporting indirect sales pipelines

• Ability to help partners with lead follow-up and deal registration
• Basic understanding of channel sales models
• Experience tracking opportunities and updating CRM systems

• Forecast tracking

• Relationship & Stakeholder Skills

• Strong relationship-building skills with partners and internal teams

• Ability to collaborate with Sales, Marketing, and Operations
• Good communication and follow-up skills

• Willingness to receive coaching and feedback

• Communication

• Clear written and verbal communication

• Experience supporting partner meetings and business reviews

• Comfortable delivering presentations with guidance

• Advanced English (comfortable in meetings and emails)

Preferred Qualifications:
*Market & Product Knowledge*

• Knowledge of the Argentinian market and channel ecosystem
• Exposure to enterprise solutions (retail, manufacturing, logistics preferred)
• Familiarity with Auto-ID, barcode, mobility, or printing solutions (nice to have)
• Ability to learn and articulate product value propositions

• Analytical & Organizational Skills

• Ability to track partner performance metrics

• Organized and detail-oriented, with good follow-through
• Ability to support forecasting and reporting activities

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