Sr Manager - Software Portfolio Channel

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 in our Software Portfolio Organization, reporting to the Executive Director of Software Portfolio and working alongside our ELERA Portfolio Owners and Product Managers. You will own ELERA Channel, the business vertical that takes our retail commerce suite to market through a curated network of global business partners.

Toshiba provides solutions to many of the Top 10 Global Retailers as well as hundreds of customers across grocery, hospitality, convenience, and specialty markets worldwide. The latter is accomplished through our network of strategic business partners and delivering to that market requires a specific packaged solution and partner enablement. You will have the charter for building out that packaging and establishing the necessary partnerships to sell and deliver it, as well as commercial accountability for the resulting revenue to come of it.

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.

Qualifications

• Bachelor’s degree with 12+ years functional experience or equivalent experience
• 12+ years of relevant experience, including several years of channel, alliance, or partner leadership
• Demonstrated accountability for revenue and business outcomes in a channel, partner, or indirect business, with results you can speak to specifically
• Experience building a partner or channel program from an early stage rather than operating a mature one
• A track record of recruiting, enabling, and growing partners — systems integrators, resellers, implementation partners, or independent software vendors
• Experience defining or managing a packaged or standardized offering, intended for adoption at scale, with limited customization and heavy partner enablement
• Proven ability to operate and communicate across sales, marketing, services, and product organizations to make an indirect motion work internally and clear hurdles where needed
• Experience working directly with senior external partners and internal executives, including the ability to hold a position under pressure and negotiate to a decision
• Demonstrated use of AI-accelerated work ethics and demonstrated initiative to teach yourself new capabilities as that tooling changes and evolves
• 10+ years of relevant experience, including several years of channel, alliance, or partner leadership

Preferred

• Experience driving software market in Latin America or other developing regions through partnerships
• Experience serving mid-market or lower-tier segments with limited customization and heavy enablement
• Experience operating within a defined portfolio governance model — prioritization rubrics, capacity tradeoffs, and formal change control

Toshiba Global Commerce Solutions is a dynamic billion-dollar global company based in Research Triangle Park, NC, providing retail store solutions to your favorite brands. Have you ever been in a hurry and made use of the self-checkout at Lowe's Foods, earned fuel rewards at Kroger, or just paid for purchases at retailers such as Walmart, Michaels, Carrefour, The Gap, Calvin Klein, Boots, Cencosud, BJ's, or Costco? These are just a few examples of our in-store solutions and impressive customer base that made us the world's installed market share leader. The nature of retail is changing quickly, so if you share our 'Together Commerce' vision of a seamless two-way, participatory shopping experience, let's get together to drive the new economy.

Toshiba Global Commerce Solutions, Inc. offers a competitive salary and generous benefits package including the following:

• Employee Assistance Programs
• Pre-tax spending accounts
• 401(k) plan (with company match)
• Company provided life insurance
• Pet Insurance

EEO: Toshiba Global Commerce Solutions is an equal opportunity/affirmative action employer that evaluates qualified applicants without regard to age, ancestry, color, religious creed, disability, marital status, medical condition, genetic information, military or veteran status, national origin, race, sex, gender, gender identity, gender expression and sexual orientation or any other protected factor. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Individuals who need a reasonable accommodation because of a disability for any part of the employment process should email [e-mail] to request an accommodation.

DIVERSITY, EQUITY & INCLUSION: We at Toshiba Global Commerce Solutions firmly believe that our people are an integral part to the success of our customers. Furthermore, we're committed to Diversity, Equity, and Inclusion for all our people as highlighted by our 5 Core Principles (Create Outreach, Foster Belonging, Unleash Opportunity, Diverse Cultural Engagement and Culture of Transparency). We're passionate about our customers the retail industry and becoming a more responsible company as we help create a brighter future.

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As set forth in Toshiba Global Commerce Solutions - External’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

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