Director, PPM Retail AV Supply Chain
Job Summary
Job Description
Zones LLC is seeking a Director, PPM Retail AV Supply Chain. This role involves leading the go-to-market strategy for retail-specific OEMs, publishers, Audio Visual (AV), and supply chain distributors. Responsibilities include building and improving partner relationships, cultivating revenue opportunities, collaborating with sales and technical sales leaders, and driving aggregate revenue growth, margin, and profitability. The position also requires leading a team, providing coaching, and supporting organizational development. The role involves managing channel relationships, maximizing vendor exposure through VIR and MDF, and developing marketing programs with the Marketing department. Collaboration with Sales Enablement for ongoing sales enablement is also key. Responsibilities extend to supply chain support such as logistics, inventory management, technical support, and global sourcing. Partnering with Solutions and Delivery teams to ensure service support for PRO AV solutions and pre-sales support for Retail and AV solutions is crucial. The director will achieve revenue and profitability growth objectives, drive customer acquisition through various Zones channels, and manage margin-enhancing programs within the sales organization. Performance metrics by partner, solution, and sales segment will be developed and shared.
Must have:
- BA/BS in Business Marketing, IT, or related field
- 10+ years in product management/marketing of AV products
- 5+ years managing employees
- Knowledge of IT reseller environment and partner marketing programs
- Solid understanding of AV solutions and successful product marketing programs
- Working knowledge of sales processes for various segments
- Demonstrated ability to develop and nurture relationships
- Exceptional verbal and written communication skills
Good to have:
- Advanced degree preferred
Perks:
- Medical, dental and vision coverage
- Life insurance
- Disability insurance
- 401(k) plan with matching provision
7 skills required
Job Details
Description
Company Overview:
When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one: Zones – First Choice for IT.TM
Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed/Professional/Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done. Follow Zones, LLC on Twitter @Zones, and LinkedIn and Facebook.
Position Overview:
The Director of Partner Product Management position is a rewarding opportunity to work with one of the leading IT companies in the world. You will be responsible for leading the comprehensive Go-To-Market strategy across Retail Specific OEM’s and Publishers, Audio Visual (AV) and Supply Chain Distributors.
You will build and continuously improve upon our partner relationships, cultivate additional revenue opportunities, and collaborate with our Sales and Technical sales leaders. You will be responsible for aggregate revenue growth, margin, and profitability objectives, in addition to all other key performance metrics for PPM. Remember, this is a team effort, so we need you to drive your team to execution with highly competitive strategies. Along the way, you will support your organization by providing leadership, coaching, and development opportunities.
What you’ll do as the Director of Partner Product Management:
The requirements below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This job description is not intended to be a comprehensive list of the duties and responsibilities of the position, and the duties and responsibilities may change without notice.
This role requires up to 25% Travel
- Lead best in class Go-To-Market strategies across Retail Specific OEM’s and Software, Audio Visual (AV) and Supply Chain Distributors across key vertical markets: Retail, Healthcare, Enterprise, Mid-Market, SMP, and Public Sector.
- Oversee, maintain, and strengthen all channel relationships, including Managed/Strategic Partners, OEM’s, and Software.
- Maximize vendor exposure and growth/profitability via VIR and MDF
- In collaboration with Marketing, develop both internal and external Marketing programs to drive performance in these categories.
- Work with Sales Enablement to develop and implement on going Sales Enablement that is aligned with this category.
- Supply Chain Distributors include: (Working with Supply Chain Leadership)
- Logistics support (just-in-time delivery, warehousing, kitting)
- Inventory management
- Technical support and value-added services
- Global sourcing and supply chain coordination
- Work with Sales leadership to ensure we have the right partners to support our customers in this segment.
- Develop both direct and indirect relationships with partners we should have a relationship.
- Partner with Solutions and Delivery
- Work with Service delivery to ensure we have service support for all PRO AV solutions.
- Includes Field Delivery
- Includes TSC Services
- With the Solutions Architect organization to ensure we have pre-sales support for both Retail and the AV solution.
- Achieve aggregate revenue and profitability growth objectives for all categories of responsibility
- Drive customer acquisition and development through Zones channels (SMB, Mid-Market, Enterprise, Retail, Healthcare and Public Sector), utilizing Zones Marketing vehicles
- Drive margin-enhancing programs within the Sales organization (Deal Registration, Promotional offers/discounts, and Bid Pricing programs.)
- Ensure Directors and Category Managers are properly enabling Sales organization
- Achieve aggregate Partner Contribution (PC) goals for all categories of responsibility
- Ensure that marketing plans support category growth strategies (by sales segment / vertical market)
- Oversee the execution of marketing plans to partners to secure Sales-enabling investments
- Oversee all continuous improvement programs, including gap plans as necessary to achieve PC targets when/if shortfalls are projected
- Responsible for key financial metrics and category assets:
- YTD, QTD and MTD financial results for the category and each individual partner that makes up the category
- Management of marketing projects and activities as part of the revenue recognition cycle
- Develop and share performance metrics for this category by partner, solution, and sales segment.
- Timely and proper processing of MDF Claims pertaining to Aged Partner Contribution Receivables
- Inventory Management
- Application of incentives to the business across categories consistent with Zones strategy
- Ensure we follow the Zones established inventory policies
- Lead the PPM organization; provide coaching and development for team members
- Evaluate talent and make hiring decisions to support Zones growth initiatives and culture
- Establish/Improve cross-departmental relationships to drive efficiency and collaboration
- Serve as a thought leader for all categories of responsibility
- Leverage expertise to ensure organization continues to enhance their knowledge of industry trends and respond appropriately to changing industry dynamics
- Lead development of new Zones strategies in response to industry evolution
- Understand Zones’ competitors’ capabilities and be able to articulate those capabilities pertaining to tools, automation, services, pricing and solutions
What you will bring to the team:
- BA/BS in Business Marketing, IT, or a related field (Advanced degree preferred)
- 10+ years required of experience in product management or product marketing of AV products and services to small, medium, and large organizations
- 5+ years required of experience in hiring, inspiring, and managing employees
- Knowledge about the IT reseller environment and familiarity with mechanics of partner marketing programs: Market Development Funds (MDF), rebates, special pricing; deal registration, and related
- A solid understanding of AV solutions and a history of creating highly successful product marketing programs and business plans
- A working knowledge of sales processes and selling techniques for the SMB, Mid-Market, Enterprise, Retail, Healthcare, and public-sector segments
- Demonstrated ability to develop and nurture relationships across all levels of an organization
- Exceptional verbal and written communication skills with the ability to address large and diverse audiences
Qualified candidates can expect a salary range of $120,000-150,000
#LI-AK1
Zones offers a comprehensive Benefits package
While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our team members enjoy a variety of comprehensive benefits, including medical, dental and vision coverage, life insurance, disability insurance, a 401(k) plan with matching provision, and many more. Generally, Zones currently offers paid time off and personal sick leave in compliance to individual state requirements.
While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our team members enjoy a variety of comprehensive benefits, including medical, dental and vision coverage, life insurance, disability insurance, a 401(k) plan with matching provision, and many more. Generally, Zones currently offers paid time off and personal sick leave in compliance to individual state requirements.
At Zones, work is more than a job – it is an exciting career on a global team that is client centric, has a passion for technology, embraces change and lifelong learning in a collaborative culture. And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you!
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status or on the basis of disability.
Zones participates in E-Verify. E-Verify is a system that compares information from a team member’s Form I-9 to federal records to confirm their eligibility to work in the United States.
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