Joint Venture Partner Manager EMEA (HW focus)

Remote Work: Yes

At Zebra, we are a community of innovators who come together to create new ways of working. United by curiosity and a culture of caring, we develop smart solutions that anticipate our customer’s and partner’s needs and solve their challenges.

Being a part of Zebra Nation means you are seen, heard, valued, and respected. Drawing from our unique perspectives, we collaborate to deliver on our purpose. Here you are a part of a team pushing boundaries today to redefine the work of tomorrow for organizations, their employees, and those they serve.

You will have opportunities to learn and lead in a forward-thinking environment, defining your path to a fulfilling career while channeling your skills toward causes you care about – locally and globally. Come make an impact every day at Zebra.

We are seeking a commercially focused Joint Venture Partner (JVP) Manager for the EMEA region to drive significant incremental revenue for our Hardware (HW) portfolio. This is a pivotal role, responsible for managing our most important technology alliances and embedding Zebra's HW portfolio into our clients' edge strategies.

The successful candidate will lead our strategic alliances, with a primary focus on driving business momentum and co-sell opportunities with SAP, Salesforce, and HPE Networking, while also managing our partnerships with Microsoft and Google Cloud. The objective is to align Zebra and partner sales organisations, articulate a powerful joint value proposition, and build a multi-million-dollar pipeline by identifying and coordinating opportunities for Zebra's account and field sales teams.

Responsibilities:

• Revenue & Pipeline Generation: Achieve and exceed a multi-million-dollar annual revenue target by generating a robust pipeline of partner-sourced opportunities and coordinating with sales teams to ensure their closure.
• Strategic Alliance Management: Lead the regional relationships with SAP, Salesforce, and HPE Networking. Build executive-level relationships to position Zebra as an integral component of partner-led solutions.
• Go-to-Market Execution: Develop and execute a focused go-to-market strategy for each primary partner. You will define target accounts, develop joint value propositions, and orchestrate joint sales activities between Zebra and partner teams.
• Sales Enablement: Create and deliver the training, sales collateral, and enablement resources required for both Zebra and partner sales teams to effectively identify and pursue joint opportunities.
• Business Management: Operate with a high degree of autonomy, with accountability for meticulous forecasting, disciplined pipeline management, and clear, concise reporting on business performance.

Qualifications:

The Ideal Candidate will:

• Have a Proven Commercial Performer: You have a verifiable track record of consistently exceeding sales targets within a sophisticated, partner-driven sales model.
• Be a Strategic Relationship Builder: You are an outstanding partner manager, able to build credibility and lead relationships at all levels, including with senior executives, and can leverage these relationships to generate tangible sales opportunities.
• Be a Strategic Thinker and Executor: You excel in a complex sales environment, expertly navigating multiple stakeholders to develop and implement sales strategies that deliver measurable results.
• Be a Resilient and Proactive Business Builder: You are a highly organised, self-motivated individual who enjoys the challenge of developing a business and achieving ambitious goals through collaboration.

Minimum Requirements:

• Bachelor's degree or equivalent practical experience.
• 6+ years of applicable experience in a senior partner management, alliance, or channel sales role within a complex, matrixed technology organisation.
• A demonstrable history of developing and managing successful, revenue-generating partnerships with large-scale technology firms.
• Proven success operating within a multinational EMEA environment.
• Business fluency in English (written and verbal) is essential.
• Willingness and ability to travel regularly throughout the EMEA region.

Preferred Qualifications:

• An advanced degree (e.g., MBA).
• Fluency in an additional major European language (e.g., German, French).
• Deep domain knowledge of software and SaaS business models.
• Direct experience of working with SAP, Salesforce, HPE, Microsoft, or Google Cloud.

Benefits:

• Up to 32 hours paid time off per year to volunteer with a charity of your choice.
• Annual leave + company-wide day off.
• Reward & Recognition scheme - earn points to spend online.
• Access to an innovative online learning platform.
• Employee Assistance Program.
• Yearly salary increase.
• On target Earnings.
• Access to Global virtual Wellbeing portal.
• Employee referral program - bring talent to Zebra and get financial reward.
• Additional benefits depending on country of application.

To protect candidates from falling victim to online fraudulent activity involving fake job postings and employment offers, please be aware our recruiters will always connect with you via email accounts. Applications are only accepted through our applicant tracking system and only accept personal identifying information through that system. Our Talent Acquisition team will not ask for you to provide personal identifying information via e-mail or outside of the system. If you are a victim of identity theft contact your local police department. Zebra Technologies leverages AI technology to evaluate job applications using objective, job-relevant criteria. This approach enhances efficiency and promotes fairness in the hiring process. However, every decision regarding interviews and hiring is made by our dedicated team, because we believe people make the best decisions about people. For more on how we use technology in hiring and how we process applicant data, see our Zebra Privacy Policy.