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’ll 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.

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.

• 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.

• 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.

• 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.

• An advanced degree (e.g., MBA).
• Fluency in an additional major…