Channel Account Manager
hace 5 meses
Channel Account Manager
COMPANY BACKGROUND
Datalogic is a global technology leader in the automatic data capture and factory automation markets, specialized in the designing and production of barcode readers, mobile computers, sensors for detection, measurement and safety, RFID, vision and laser marking systems.
Datalogic can boast over 50 years of history, during which it has achieved unique results: approximately 1.200 patents in multiple jurisdictions; 11 research centers and development (in Italy, USA, China and Vietnam); thousands of prestigious partners and customers deployed over five continents. The company has grown constantly over the years, thanks to the dedication with which customer needs have always been at the heart of the quality of its products and to the considerable investments in Research & Development, supported by a management capable of looking to the future.
Today, Datalogic Group has approximately 3,000 employees worldwide, distributed in 29 offices, with 11 manufacturing and repair facilities in the USA, Hungary, Slovakia, Italy, China, Vietnam and Australia. Datalogic S.p.A. is listed on the STAR segment of the Italian Stock Exchange since 2001 as DAL.MI. In 2022, the Datalogic Group made significant strides and concluded the year by generating revenue of approximately €655 million. The Group is headquartered in Bologna, Italy.
POSITION INFORMATION
The Datalogic Mexico Channel Account Manager (CAM) is responsible for growing revenue in their geographical area and to selected channel accounts.
ROLE MISSION
A qualified candidate for this role will have an opportunity to be part of a business building journey at Datalogic. The Channel Account Manager role is a key function and is the central hub around which all partner productivity and value is created. People in this role must have an entrepreneurial spirit and be willing to do hard work and creatively problem solve with a strong sense of outcome ownership. They must be able to communicate across all areas of marketing, operations, finance, accounting and sales clearly and effectively both within Datalogic and with identified partners to express the vision for their business and explain specific needs for working toward that vision. In order to be successful in this role a person must be able to look at their market with a panoramic lens and then identify key partners and develop a shared 3–5-year strategy with each of them for growing their business with Datalogic in a consistent and predictive way.
KEY RESPONSIBILITIES
•Identify, develop and enable identified strategic VAR, ISV, and Solution Integrator partnerships to drive market share and revenue growth in an assigned geography.
•Establish and manage executive level relationships with assigned resellers to insure strategic and tactical alignment and successful execution of a multi-year growth strategy.
•Develop annual business plans with assigned partners and conduct regular reviews to track progress.
•Partner with Partner and Datalogic teams to create appropriate technical and sales training plans for partner’s teams that align to the agreed upon strategy.
•Recruit, enable and develop new partners as necessary in order to drive revenue growth and meet corporate and/or regional strategic objectives.
•Regular management of sales funnel related activity in Datalogic CRM system to capture opportunities and business development initiatives.
Qualifications
QUALIFICATIONS/REQUIREMENTS
Education (School/Specialization) Bachelor’s Degree (BA/BS) in business, economics, marketing, or other related degree.
Primary Language Spanish and English (fluent).
Experience • Proven track record of success working in a channel model.
• Individual should have experience in strategic selling of technical solutions
• Experienced in managing reseller partners to include business plan development, contract execution and general partner relationship management.
• Demonstrates excellent written and verbal communication skills.
• Computing skills with particular emphasis on CRM systems, and MS Office suite.
OTHER INFORMATION & SPECIFIC SKILLS
This position is home-based and requires travel to the assigned geographical area approximately 50% of the time with some overnight travel required.
Accountabilities and Performance measures
• Overall revenue attainment to goals
• Update and management of accounts in Datalogic’s CRM system (MS Dynamics)
• Detailed understanding and continued learning of the DL portfolio and industries (retail, T&L, manufacturing, healthcare)
• Continued development of assigned partners with focus on wallet share and market share growth.
• Alignment and adherence with Company culture, business practices.
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