Senior Manager, National Key Account Sales

Brother International Corporation•New York, NY

3d•Remote

About The Position

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 and promotes our overall revenue expansion strategy, with internal and external stakeholders, to achieve revenue goals. Essential to the success of this role, the Senior Manager enhances Top-Priority/National OEM partnerships, manages strategy development and execution within these key partnerships, drives sales results within the OEM direct sales organizations, manages executive relationships within OEM Alliance partners, and leverages and supports the Strategic Channel sales team to drive strategy and operational execution across Alliance program partners. Additionally, this role leverages product and solutions marketing as well as the Partner Experience Group to maximize those partner networks and solutions, drive our initiatives, and position Brother as a preferred vendor. In addition, the Senior Manager hunts for new major account opportunities within that ecosystem and enables strong collaboration with internal teams to deliver and execute a team-selling approach. Lastly, this role evaluates participation in all OEM/Partner - related activities, and makes recommendations to management.

Requirements

Bachelor's Degree (or equivalent experience) in Business, Marketing, or related field
Minimum 8 years a combination of experience spanning the following areas:
Experience working in a Sales, Marketing, or similar client-facing role
Experience within the Dealer/Reseller Channel, with specific knowledge on company/industry operations
Experience managing the development of go to market strategy and initiatives, with specific experience in growing these partnerships for the organization
Extensive understanding of "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 marketing principles, with the ability to build business and drive new sales
Demonstrated ability to maintain positive client relationships
Demonstrated ability to increase sales and close on accounts
Ability to effectively collaborate with internal and external teams

Responsibilities

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 our 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, etc.
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 that will keep us relevant& attractive to OEM Alliance partners
Manage day-to-day Program activities
Hunt for new OEM Partners on your own by leveraging Commercial Sales and Distribution partnerships
Participate in relevant events, including but not limited to: trade shows, technology seminars, sales trainings and association meetings
Provide timely OEM Partner performance reporting to BIL and BIC leadership, including but not limited to monthly sales activity, Channel update/trend commentary and recommendations, KPI, business and strategy reviews, revenue analysis, and forecasting
Maintain an accurate calendar, expense reports, PTO, and other standard Brother administrative requirements