Channel Account Manager

Datalogic; Arizona; On-site; USD 90,000 - 130,000; Full time

Job summary

Datalogic seeks a Channel Account Manager to serve as the central hub for partner productivity and value, driving 3–5 year shared strategies with key VARs, ISVs, and Solution Integrators in the assigned geography.

You will recruit and enable partners, establish executive relationships, develop annual business plans, and coordinate training with internal teams to grow revenue and market share for Datalogic’s solutions.

Qualifications

• Education: Bachelor’s Degree (BA/BS) in business, economics, marketing, or related degree.
• Primary language: Fluent English; strong written and verbal communication.
• Experience: 5 years in a channel model and strategic selling of technical solutions.

Responsibilities

• Identify, develop and enable strategic VAR, ISV, and Solution Integrator partnerships to drive market share and revenue growth.
• Establish and manage executive level relationships with assigned resellers to align and execute multi-year growth strategies.
• Develop annual business plans with partners and conduct regular reviews to track progress.
• Partner with internal teams to create technical and sales training plans for partner teams.
• Recruit, enable and develop new partners to drive revenue growth and meet objectives.
• Manage sales funnel activity in CRM to capture opportunities and initiatives.

Skills

Fluent English

Communication skills

Leadership & accountability

Collaboration & teamwork

Adaptability

Sense of urgency

Education

Bachelor’s Degree (BA/BS) in business, economics, marketing, or related field

Job description

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.

ROLE MISSION

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/REQUIREMENTS

Enter Education, Certification, Language(s), Experience requirements as needed.

Education (School/Specialization) Bachelor’s Degree (BA/BS) in business, economics, marketing, or other related degree

Primary Language Fluent English; written and verbal communication

Experience 5 years of proven track record of success working in a channel model and experience in strategic selling of technical solutions

OTHER INFORMATION & SPECIFIC SKILLS

RESULTS ORIENTATION: Demonstrated ability to establish priorities, meet objectives, and deliver measurable results.

CUSTOMER FOCUS: Demonstrated ability to understand customer needs and provide effective solutions to internal and external customers.

COLLABORATION & COMMUNICATION: Strong communication and interpersonal skills, with the ability to listen actively, seek input, communicate clearly, build trust, and work effectively with individuals and teams across the organization.

LEADERSHIP & ACCOUNTABILITY: Ability to take ownership of responsibilities, make sound decisions, influence others, and work effectively with an appropriate level of independence.

ADAPTABILITY: Ability to work effectively in a changing environment, manage competing priorities, and adjust to new business needs.

SENSE OF URGENCY: Proactive approach to identifying issues and opportunities, prioritizing appropriately, and taking timely action.

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; 10 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 2.800 employees worldwide, distributed in 27 countries, with 9 manufacturing and repair facilities in the USA, Hungary, Slovakia, Italy, China, Vietnam and Australia.

The Group is headquartered in Bologna, Italy.

EQUAL OPPORTUNITY EMPLOYER

Datalogic USA, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, genetic information, or any other characteristic protected by federal, state, or local laws.