Joint Venture Partner Manager EMEA

We are seeking a commercially focused Joint Venture Partner (JVP) Manager for the EMEA region to drive significant incremental revenue. This is a pivotal role, responsible for managing our most important technology alliances and embedding Zebra's 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.

The Ideal Candidate will:

• 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.

Minimum Requirements

• 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.

Preferred Qualifications

• An advanced degree (e.g., MBA).
• Fluency in an additional major European language (e.g., German, French).
• Deep domain knowledge of software and SaaS business models.
• Direct experience of working with SAP, Salesforce, HPE, Microsoft, or Google Cloud.

Benefits:

• Up to 32 hours paid time off per year to volunteer with a charity of your choice 
• Annual leave + company-wide day off 
• Reward & Recognition scheme - earn points to spend online 
• Access to an innovative online learning platform 
• Employee Assistance Program 
• Yearly salary increase 
• On target Earnings
• Access to Global virtual Wellbeing portal  
• Employee referral program - bring talent to Zebra and get financial reward 

Additional benefits depending on country of application