Partnership Manager - Global System Integrators

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Overview: At Zebra, we are a community of innovators who come together to create new ways of working to make everyday life better. United by curiosity and care, we develop dynamic solutions that anticipate our customer's and partner's needs and solve their challenges. Being a part of Zebra Nation means being seen, heard, valued, and respected. Drawing from our diverse perspectives, we collaborate to deliver on our purpose. Here you are a part of a team pushing boundaries to redefine the work of tomorrow for organizations, their employees, and those they serve. You have opportunities to learn and lead at a forward-thinking company, defining your path to a fulfilling career while channeling your skills toward causes that you care about - locally and globally. We've only begun reimagining the future - for our people, our customers, and the world. Let's create tomorrow together.

An exciting opportunity has arisen for a talented and strategic professional to join our team as a Solution Consulting Partner (SCP) Manager for the EMEA region. The successful applicant will be responsible for the commercial success of our strategic alliances with 3 global partners and potentially other strategic multi-national integration partners. While building deep relationships is crucial, this is a fundamentally commercial role. Success is primarily measured by your ability to drive incremental revenue and achieve ambitious sales targets through your partner ecosystem. You will lead these partnerships from end to end, embedding Zebra's solutions into their client offerings and orchestrating joint sales motions to win high.

Responsibilities:

• Revenue Generation & Quota Attainment: Take full ownership of a multi-million-dollar annual revenue quota by generating a robust pipeline of sales opportunities sourced through your assigned partners.
• Strategic Alliance Management: Lead Zebra's relationship with specified partners, translating deep, multi-level engagement into tangible commercial outcomes and measurable pipeline growth.
• Practice Development: Work closely with our partners to build and grow a dedicated and well-funded Zebra-focused practice within their organisations, ensuring they are commercially motivated and enabled to sell Zebra solutions.
• Go-to-Market (GTM) Execution: Design and execute a commercially focused go-to-market strategy for each partner. Identify the "sales sweet spot", target accounts, and associated revenue opportunities that directly contribute to your sales target.
• Sales Orchestration: Actively bring together Zebra and partner sales teams to co-sell and win business. You will work closely with Zebra's direct sales force to support and drive opportunities at end-user accounts.
• Autonomous Commercial Ownership: Develop and execute impactful sales strategies with minimal input from your manager, demonstrating a high level of commercial ownership and financial acumen in forecasting and pipeline management.

Qualifications:

We are looking for:

• A Commercially Driven Performer: You are motivated by achieving and exceeding sales targets. You have a verifiable track record of consistent quota overachievement, driven through a sophisticated, industry-aligned integration or resale channel.
• A Master of Relationships: You are an outstanding partner manager who can confidently build credibility at all levels, from technical teams to senior executives, and knows how to leverage these relationships to drive sales.
• A Strategic Thinker: You excel in a complex sales environment and can manage multiple stakeholders to develop and adapt sales strategies that deliver revenue.
• A Resilient Self-Starter: You are a highly organised and tenacious individual who thrives on the challenge of building a business and enjoys working collaboratively to achieve ambitious goals.

Essential:

• Significant experience in senior partner management, alliance management, or channel sales role within a complex, matrixed technology organisation.
• Demonstrable track record of developing and managing successful, revenue-generating partnerships with GSIs, management consultancies, or large-scale systems integrators.
• Strong understanding of enterprise technology solutions, professional services, or systems integration.
• Proven history of operating successfully in a multinational environment and navigating the complexities of the EMEA region.
• Proficient English skills (written and verbal) are essential.
• Willingness and ability to travel across the region on a regular basis as required.

Desirable:

• Fluency in another major European language (e.g., German, French).
• Direct experience working for or with one of the partners.

Benefits:

• 25 days of vacation
• Up to 32 hours paid time off per year to volunteer with a charity of your choice
• Reward & Recognition scheme - earn points to spend online
• Training and personal development in soft skills and hard skills, access to our internal learning portal and internal career opportunities within Zebra departments
• On target earnings
• Yearly salary increases according to individual performance
• Employee referral bonus for bringing New Talent to Zebra
• Pension Scheme with a matched contribution up to 7%
• Private medical and dental cover
• Access to an innovative online learning platform
• Cycle to work scheme
• Employee Assistance Program

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 @zebra.com 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.