Senior Manager, ELERA Channel & Partner Network

Toshiba Global Commerce Solutions - External; Durham (NC); On-site; USD 170,000 - 210,000; Full time

Benefits offered by this job

Employee Assistance Programs

Pre-tax spending accounts

401(k) plan (with company match)

Company provided life insurance

Pet Insurance

Job summary

Toshiba Global Commerce Solutions is seeking a Senior Manager to lead the ELERA channel and partner ecosystem, owning revenue targets, pipeline, and strategic partnerships. You will design the packaged ELERA channel offering and build an end-to-end partner program to enable partners to sell and deliver ELERA.

You will collaborate with ELERA Portfolio Owners, Product Managers, and cross-functional teams to drive growth in new geographies and optimize the commercial model for channel partners.

Qualifications

• Demonstrated accountability for revenue and business outcomes in channel/indirect business.
• Experience building partner programs from early stage to scale.
• Proven ability to collaborate across sales, marketing, services and product to enable indirect motion.

Responsibilities

• Own the business outcome for channel and partner-sourced revenue — the targets, the pipeline, and the results — and report against them in portfolio business reviews.
• Define and own our packaged ELERA channel offering: what it includes, who it is built for, and the standards that keep it repeatable as partners take it to market.
• Build the partner program end to end — recruitment, qualification, onboarding, certification, and ongoing enablement — so that partners can sell and deliver ELERA without us in the room.
• Recruit and develop business partners who extend our reach and our capacity: regional experts, implementation partners, systems integrators, resellers, and software partners.
• Own the commercial model underneath the ecosystem — partner pricing, margin structure, revenue share, and the terms that make the business work for both sides.
• Define what partners need in order to succeed independently: enablement materials, training, reference architectures, deployment guidance, and the playbooks that make a first engagement repeatable as a tenth.
• Charter new solutions through our funnel — concept, prototype, build, delivery, and lifecycle — and carry the backlog for the offerings you own.
• Work across sales, marketing, services, and product to make the partner motion work internally, including where it intersects our direct business.
• Carry market signal back into the portfolio. Channel customers will surface real product needs, and you will be the one who recognizes which of them the product should answer.
• Expand ELERA into new geographies through partners, beginning with Latin America, building on the practice and reference customers our portfolio team establishes.
• Represent the channel and partner business to partners, to retailers, and to our executive team — articulating the position, defending it, and negotiating to an outcome.

Skills

Channel leadership

Partnership development

Revenue ownership

Strategic planning

AI-enabled work practices

Executive stakeholder management

Vendor enablement

Go-to-market strategy

Education

Bachelor’s degree with 12+ years experience

Job description

Toshiba Global Commerce Solutions is seeking a Senior Manager to lead the ELERA channel and partner ecosystem, owning revenue targets, pipeline, and strategic partnerships. You will design the packaged ELERA channel offering and build an end-to-end partner program to enable partners to sell and deliver ELERA.

You will collaborate with ELERA Portfolio Owners, Product Managers, and cross-functional teams to drive growth in new geographies and optimize the commercial model for channel partners.