Senior Manager, National Sales, OEM Alliance

Role Overview:

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.

Duties & Responsibilities:

OEM Channel Management and Development

• • 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

OEM Channel Recruitment

• • 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

Administration and Reporting

• • 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

Experience & Qualifications:

Education

 

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

 

Experience

 

• • 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

Software/Technical Skills

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

Other Skills/Knowledge/Abilities

 

• • 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

Additional Details for This Role:

This role is a remote field-based role. A fixed office schedule is not an expectation of the position. #LI-Remote

 

The defined sales territory for this role is National.

 

Travel is expected throughout the territory up to 60% of the time, or an average of 10-12 trips per quarter, dependent on business need.

 

Base Salary

• • The targeted base salary range for this position is $ 105k - $ 125k per year.
  • Base salary is determined by the education, experience, knowledge, skills, and abilities of the successful candidate, as well as factors such as internal equity, cost of labor in the hiring location, and alignment with market data. 

Additional Compensation

• • This position is eligible for a 34 K sales bonus in annual total at 100% of target, with the opportunity to achieve above 100% dependent on individual performance and in alignment with company sales and bonus plans.
  • This position is also eligible for a 6,86 %bonus at 100% of target, with the opportunity to achieve above 100% dependent on company performance and in alignment with company bonus plans.
  • Bonus awards are discretionary and contingent upon individual performance as well as Brother achieving its corporate objectives, in accordance with the applicable bonus plan in effect. 
  • This position is also eligible for an  auto allowance paid monthly in the first pay period of each month. This auto allowance may be used in the employee’s sole discretion but is intended toward maintenance of the employee’s own vehicle they’ll be using for business commuting. This is independent and in addition to the company’s Travel & Entertainment policy, which covers mileage reimbursement and additional business travel expenses.