Overview As the market leader across all core products, it is critical to the ongoing success that Zebra continues to develop incremental revenue streams. This requires Zebra to allocate its resources in the most effective areas where our distributors play a key role. Primarily, our dedicated Zebra BDMs are to drive incremental revenues either through new partners unknown to Zebra or those which have limited engagement/awareness of Zebra Technologies. Finding new vertical markets or expanding into current existing markets is key to the success of the growth for both our distributors and Zebra. Outlined below are activities which will help drive the success of this role. Please note that these activities are in conjunction with Zebra Technologies where required. Experience Required:
Matric
3 - 5 years product management background within printing & scanning industry
Client-facing exposure
Skills and Competencies
Sales and strong customer relationship building
Technical and solutions-oriented
Good communication and negotiation skills
Willingness to learn new products and technologies on a continuous basis
SMB Revenue Growth – focused on Zebra's Unmanaged partner community.
Champion the Zebra brand within Rectron and provide visibility across the organization
Create new pipeline revenue for projects unknown to Zebra through demand generation strategies
Drive Run Rate revenue through SMB and Unmanaged Partners
Manage any opportunities sub $50,000 provided and/or qualified by Zebra through the leads tool.
Hold dedicated unmanaged partner events, typically with a focused product set and/or vertical market
Attend new partner visits who have the potential to drive & influence incremental revenue streams.
Onboard new partners capable of driving incremental revenue streams to include:
Ownership onboarding into Partner Connect, including certifications that are required (suggested that EMC certification should be advised as a mandatory certification).
Help provide relevant Zebra content to ensure the new partner's website is up to date and current.
Encourage Demo equipment purchases aligned with new partner's focus
Educate new partners on how to use Zebra's online commercial tools such as Price Concessions & Deal registrations, plus why Zebra offers these tools.
Ensure partners have access to online tools and can use them (Partner Gateway / solutions pathway)
New Market Development
Scope out new verticals, territories, and markets which could be capitalized on.
Engage with new influence Partners to position the required product portfolio
Create future incremental pipeline
Revenue Expansion
Promote and drive increase on new and existing hardware revenue streams including:
Zebra Tablet Drive
Zebra OneCare (including VIQ where appropriate)
Zebra Zipship labels & Ribbons (where appropriate)
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