Channel Account Manager

Company Background

Datalogic is a global technology leader in the automatic data capture and factory automation markets, specialized in the designing and production of barcode readers, mobile computers, sensors for detection, measurement and safety, RFID, vision and laser marking systems.

Datalogic can boast over 50 years of history, during which it has achieved unique results: approximately 1.200 patents in multiple jurisdictions; 11 research centers and development (in Italy, USA, China and Vietnam); thousands of prestigious partners and customers deployed over five continents. The company has grown constantly over the years, thanks to the dedication with which customer needs have always been at the heart of the quality of its products and to the considerable investments in Research & Development, supported by a management capable of looking to the future.

Today, Datalogic Group has approximately 3,000 employees worldwide, distributed in 29 offices, with 11 manufacturing and repair facilities in the USA, Hungary, Slovakia, Italy, China, Vietnam and Australia. Datalogic S.p.A. is listed on the STAR segment of the Italian Stock Exchange since 2001 as DAL.MI.  In 2022, the Datalogic Group made significant strides and concluded the year by generating revenue of approximately €655 million. The Group is headquartered in Bologna, Italy.

Job Description

POSITION INFORMATION

The Channel Account Manager role is a key function and is the central hub around which all partner productivity and value is created. People in this role must have an entrepreneurial spirit and be willing to do hard work and creatively problem solve with a strong sense of outcome ownership. They must be able to communicate across all areas of marketing, operations, finance, accounting and sales clearly and effectively both within Datalogic and with identified partners to express the vision for their business and explain specific needs for working toward that vision.

ROLE MISSION

In order to be successful in this role a person must be able to look at their market with a panoramic lens and then identify key partners and develop a shared 3–5-year strategy with each of them for growing their business with Datalogic in a consistent and predictive way.

Key Responsibilities

• Identify, develop and enable identified strategic VAR, ISV, and Solution Integrator partnerships to drive market share and revenue growth in an assigned geography.


• Establish and manage executive level relationships with assigned resellers to insure strategic and tactical alignment and successful execution of a multi-year growth strategy.


• Develop annual business plans with assigned partners and conduct regular reviews to track progress.


• Partner with Partner and Datalogic teams to create appropriate technical and sales training plans for partner’s teams that align to the agreed upon strategy.


• Recruit, enable and develop new partners as necessary in order to drive revenue growth and meet corporate and/or regional strategic objectives.


• Regular management of sales funnel related activity in Datalogic CRM system to capture opportunities and business development initiatives.


• This position is remote and requires travel to the assigned geographical area approximately 50% of the time with some overnight travel required.

Other Information & Specific Skills

• RESULTS ORIENTATION: A drive to achieve results and goals in the short and long term;


• CUSTOMER FOCUS: A drive to discover and meet the needs of customers (either internal or external);


• INTERPERSONAL CHARACTERISITCS: Open, communicative, give and take dialogue, seeks input from others, but not dependent on getting a consensus.  Good listener – both in being receptive and in asking good, probing questions to illuminate an issue.  Keeps people informed – the “what’s” and “why’s” of issues.  Perceived as trustworthy, honest, non-political.  Does not shy away from constructive conflict and confrontation.  Able to work in a team/group environment (versus a strictly “hub and spoke” management style);


• MOTIVATIONAL CHARACTERISTICS: High energy level.  High dominance (comfortable with authority and leadership), highly competitive achievement (drive to win, results orientation).  High level of autonomy, and low need for structure and boundaries;


• SENSE OF URGENCY: A bias for taking action - spontaneous recognition of problems and opportunities.