Senior Manager, National Sales, OEM Alliance

Overview

Senior Manager, National Sales, OEM Alliance

Brother USA | Posted Mar 10 | Full-time | New York | Negotiable | Advanced (5-10 yrs)

Company Overview:
Brother is a leading provider of home and office equipment, sewing and crafting products, and industrial solutions with a legacy spanning over 115 years. Brother International Corporation (BIC) was established in 1954, with its Americas headquarters in Bridgewater, New Jersey. BIC is a subsidiary of Brother Industries Limited (BIL). Brother’s Americas presence includes Canada, Mexico, Brazil, Argentina, Chile, and Peru.

Why Work at Brother? Brother has consistently been recognized as a best place to work, with a culture aligned to our core values of being inclusive, collaborative, customer-centric, and socially responsible. We offer a hybrid office schedule, casual dress code, flexible Fridays, and opportunities for growth through facilitated courses and self-paced learning.

The Senior Manager, National Sales, OEM Alliance generates increased revenue through the development and support of key Channel Alliance partnerships and programs. This role contributes to the revenue expansion strategy with internal and external stakeholders to achieve revenue goals. The role enhances Top-Priority/National OEM partnerships, manages strategy development and execution within these partnerships, drives sales results within the OEM direct sales organizations, manages executive relationships within OEM Alliance partners, and leverages the Strategic Channel sales team to drive strategy and execution across Alliance program partners.

The role also leverages product and solutions marketing as well as the Partner Experience Group to maximize partner networks and solutions, drive initiatives, and position Brother as a preferred vendor. The Senior Manager hunts for new major account opportunities within the ecosystem and enables strong collaboration with internal teams to deliver and execute a team-selling approach. Additionally, the role evaluates participation in OEM/Partner activities and makes recommendations to management.

• Develop strong relationships to increase sales with existing top-priority OEM partners
• Manage relationships with Senior OEM Channel Executives to increase participation in recurring revenue programs
• Leverage existing partnerships to hunt for new prospects
• Achieve assigned quota(s)
• Leverage and support the Strategic Channel sales team to drive strategy and operational execution across Alliance program partners
• Collaborate with Marketing, Channel Sales Representatives, and cross functional areas to drive partner growth through increased hardware sales and Genuine Supply recurring revenue
• Embody team-selling approach, partnering with Strategic Channel Sales Team, Major Account Sales Team and Special Solutions Team (SST), to increase sales
• Develop and communicate OEM Channel strategy and value proposition throughout the Sales organization
• Provide alliance playbooks, strategy maps, operational cadence, and performance measurement data to support growth and key initiatives within OEM Alliance direct and indirect sales organizations
• Develop and deliver internal and external presentations for executive audiences, conduct partner webinars and trainings
• Act as the primary contact for OEM Alliance cross-functional groups, including BIL, Agencies, and Product Development
• Collaborate with B2B Marketing and provide guidance on the development of channel related print and digital assets
• Research current industry trends and make program recommendations to management to stay relevant and attractive to OEM Alliance partners

• Manage day-to-day program activities
• Hunt for new OEM Partners using Commercial Sales and Distribution partnerships
• Participate in relevant events (trade shows, technology seminars, sales trainings, association meetings)

• Provide timely OEM Partner performance reporting to BIL and BIC leadership, including monthly sales activity, channel updates/trend commentary, KPI, business and strategy reviews, revenue analysis, and forecasting
• Maintain an accurate calendar, expense reports, PTO, and other standard Brother administrative requirements

• Bachelor's Degree (or equivalent experience) in Business, Marketing, or related field

• Minimum 8 years in a sales, marketing, or related client-facing role
• Experience with in the Dealer/Reseller Channel with knowledge of company/industry operations
• Experience managing the development of go-to-market strategy and initiatives, with experience growing partnerships

• Extensive understanding of the computer peripheral area (e.g., Advanced Printer/Fax/MFC products and solutions)

• Strong knowledge of programs and initiatives within the office electronics space and A3 sales approach and strategy
• Strong knowledge of sales and…