This job listing expired on Jul 14, 2020
Tweet

The Head of Global Channels GTM, Video Collaboration (VC) Commercial Business is responsible for creating and maintaining the go-to-market (GTM) strategy for various segments of the Logitech Partner ecosystem including Distributors, Direct Market Resellers, Service Providers, System Integrators, Value Added Resellers, and Industry Specialists. Logitech’s revenues are mostly driven through our Channel Partners, which makes Channels GTM integral to the global VC Collaboration Commercial business. Global Channels GTM team is responsible for ensuring partner enablement that delivers channel readiness resulting from training and certification to sell and support Logitech’s customer base. The Global Channels GTM team develops and drives partner programs that motivates Logitech’s channel to focus on proactively selling Logitech video collaboration solutions into Logitech customer segments: Global, Midmarket and Foundational customers. This team has multiple internal stakeholders that enable its success: VC Sales Region Leaders, Business Group Technical Alliances, Partner Marketing, Marketing Operations, Finance, Human Resources, Legal, and Operations to ensure a global Channels GTM strategy that results in Logitech VC brand preference and accelerated growth performance.

The successful candidate will be a seasoned global Channels GTM leader from the enterprise hardware and software industry with expertise in building a channels strategy in partnership with stakeholders to drive enablement through tools training, incentives, and marketing to support and drive partner sales and services delivery activities. This executive must also be an outstanding leader of people; capable of managing multiple complex projects and initiatives and support efforts with a "hands on" player-coach style that affords a high degree of personal interaction with the process. This leader must also have an entrepreneurial approach and urgency to match their commercial aptitude to drive growth in VC; a business that in FY15 was 2m in sales and is now on a fast trajectory to achieve b in global revenue.

Responsibilities

  • Oversee the VC Channel GTM Strategy, Programs, Offers, and Operations planning and execution globally.
  • Develop and execute across the Logitech Channel Ecosystem to create joint opportunities with DMR’s, VAR’s, Solution Providers, Systems Integrators.
  • Partner with Logitech Cloud Providers (LCP) to create mutually beneficial commercial agreements for meeting room adoption for Video Collaboration Hardware solutions globally.
  • Enable Logitech’s Partner Field organization on the value of competency based partners and to support field based partner goals.
  • Drive additional partner marketing campaigns, track and/or apply funding (MDF) to acquire leads to drive pipeline and bookings
  • Establish a customer partner and Logitech success program including Channel Partner Executive Sponsorship programs
  • Identify operational gaps and create programs (services, etc) for Partner Operations to create new tools, functionality or process to support the partner GTM plans
  • Partner directly with Finance to regularly measure P&L performance, growth, and productivity by market, region, and geography and validate annual business planning
  • Communicate feedback from partners and research regarding how we can enhance our joint go to market experience for partners in the space
  • A requirement is to communicate, motivate, leverage, and manage the Sales and internal teams to execute on our sales commitments together with our partner community to drive continued growth and acceleration of the global VC business

The Person

Skills

In this role you must bring the following minimum skills and behaviors to the LOGI team

Be Yourself. Be Open. Stay Hungry and Humble. Collaborate. Challenge. Decide and just Do. These are the behaviors you’ll need for success at Logitech.

  • A minimum of 20 years of Channels roles responsible for driving enterprise technology solutions into Fortune 1000 and/or SLE institutions globally through Service Providers, Systems Integrators, Direct Market Resellers, Value Added Resellers, and/or as a member of the aforementioned partner organizations.
  • You should prefer building and growing teams versus maintaining what already exists.
  • Preferably, you should have carried a quota or led sales and/or channels teams in your historical experience.
  • Expertise leading forecasting and pipeline management processes through channels organizations to align to Logitech global demand planning and sales forecasting.
  • Align partner program performance to quarterly partner corporation performance to ensure ROI for all parties.
  • Previous experience developing a Partner Rewards model with global relevance and local execution.
  • Track record of goal achievements in an intense, fast-paced, rapidly changing and results-oriented environment.
  • Strong leadership skills and experience managing + building global organization of 50 people or greater.
  • An influential leader who does not require positional power to drive change and growth in a fast growing global business environment.
  • An ability to maintain order during times of rapid company growth.
  • Excellent negotiation skills for customer engagement to maximize customer relations, sales performance expectations in key performance areas, and stakeholder management.
  • A scrappy, hands-on approach and willingness to do what is needed to support your teams and drive the business forward with speed and flexibility.
  • An innovation mindset. Be willing to always try new things, make bets, and take calculated risks.
  • Experience managing culturally and geographically diverse teams, particularly in countries throughout Europe and Asia.

Logitech is the sweet spot for people who are passionate about products, making a mark, and having fun doing it. As a company, we’re small and flexible enough for every person to take initiative and make things happen. But we’re big enough in our portfolio, and reach, for those actions to have a global impact. That’s a pretty sweet spot to be in and we’re always striving to keep it that way.

“All qualified applicants will receive consideration for employment without regard to race, sex, age, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.”

If you require an accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at 510-713- 4866 for assistance.