Senior Manager, National Key Account Sales

Brother USA is hiring a Senior Manager to grow revenue through national OEM Alliance partnerships and programs. The role develops and executes partner strategies, manages executive relationships, drives sales and new account opportunities, and coordinates internal teams to support partner growth.

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

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