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Senior Manager, Channel Marketing

Company: Brother USA
Location: Westminster
Posted on: September 24, 2022

Job Description:

Let's Grow Together

Our mission is to live our "at your side" promise and simplify and enrich the lives of our customers, employees, and communities. "At your side" is more than a slogan to us; it's the purpose we do our best to fulfill every day. With a legacy spanning over a century, this is a great place to launch or expand any career and push the boundaries of what comes next. We're committed to achieving shared success, and we provide opportunities for you to develop through experience, exposure and education. Our people have always leveraged their unique perspectives to keep us on the right track for a lasting future. If you want to innovate, learn, and grow with a global leader that builds products, services, and a company people love, then we'll be "at your side" every step of the way.

The Senior Manager, Channel Marketing develops the channel marketing strategy and executes partner marketing plans across our key partner stakeholders (distribution, resellers, ISV, and alliance), focusing on generating content and campaigns that drive joint accountability and joint benefit for Brother Mobile Solutions (BMS) and its channels. This role creates & manages programs, activities, and campaigns that build joint sales pipeline and revenue focused on BMS products and solutions. Working closely with the channel sales team, product management team, and vertical campaign managers, this role leverages content and information that can be shared with the partner ecosystem.

In addition, this position evaluates and improves the current reseller program and contracts, building out a shared template for the Industrial Solutions resellers, and overseeing the migration of the partner portal to a new platform, which requires a complete partner communication strategy.

This role also sets the training and communication strategy to and for our partner sales and marketing teams, ensuring that they are educated, confident, and enabled with the latest tools and information to represent and sell BMS products and solutions.

Note: This is a hybrid work environment that requires an on-site presence at our Westminster, CO location on a weekly basis. Employees may work remotely up to two days per week and assigned office days will be determined by managers.

Channel Marketing Strategy and Campaigns

  • Review and improve BMS' overall channel strategy and implementation plans
  • Analyze and optimize the full range of channel marketing activities
  • Collaborate with Sales, Business Development, and Product teams to develop two channel marketing campaigns in six target vertical markets, with key partners to drive demand and establish brand awareness
  • Lead the development of all channel promotions, working cross functionally to consider sales growth goals, inventory, pricing, marketing, and other impacts
  • Plan and manage all distribution marketing menu-driven campaigns
  • Partner with Channel Sales Team on key reseller Quarterly Business Reviews, projecting accountability to jointly-agreed objectives and providing ideas and suggestions to grow business
  • Negotiate annual marketing programs with select distributors and key resellers, mapping out joint responsibilities to market BMS products and solutions, leveraging common strategy, strong deliverables, and accountable budgets
  • Maximize Brother's presence on channel partner websites, ensuring the most up-to-date product images, messages, meta tags and reporting out on the results
  • Work with PR agency to create channel specific content
  • Manage the development of sales enablement tools through agency or other marketing team members Channel Education and Communication
    • Collaborate with Sales, Business Development, Product Management, and Marketing to craft a consistent partner communication method so that Brother is top-of-mind and they are receiving relevant information on Brother product features and benefits
    • Manage the distribution of the Brother's bi-monthly partner communication
    • Build out a fully functional partner communication set of processes and channels that ensures timely communication of important announcements, market developments, product changes, etc.
    • Work with Channel Sales team to organize and regularly deliver various forms of virtual, in-person, and self-paced/online training for our key sales and distribution partners
    • Build out a Learning Management System (LMS) for the Enterprise resellers with the appropriate certificate requirements and rewards
    • Work collaboratively with Product Management and Video Production teams to develop the content for this program across target vertical markets, solutions, and product lines Channel Programs & Platforms
      • Evaluate the current reseller program and make recommendations for changes or improvements to program management, process and partner retention, as well as loyalty programs
      • Develop the plan and strategy to migrate the channel partners to the Zinfi partner portal
      • Establish strategic framework, ROI requirement, and approval process for MDF requests
      • Develop a partner program for the Industrial Solutions team, leveraging the infrastructure from the existing program
      • Research and develop a UMAP (Universal Minimum Advertised Price) policy for all BMS accounts, working collaboratively with Product Management and Channel Sales team and BIC UMAP team Management, Reporting, and Other Mgmt Assigned Duties
        • Overall management of Events team, ensuring strategy alignment with business objective, and managing staff assignments and performance
        • Develop relevant KPIs for campaigns, analyze performance to determine ROI and make recommendations for improvement
        • Communicate regularly with the Sales, Marketing, and Product teams, keeping them abreast of new content and campaign status
        • Communicate activities to management on a monthly basis Requirements

          Education
          • Bachelor's Degree in Business, Marketing, Communications, or a related field preferred (or equivalent experience)
          • Master's Degree or MBA is preferred Experience

            8-10 years of combined, relevant experience spanning the following areas:
            • D eveloping and managing various B2B & Channel Marketing campaigns, programs, platforms, and strategies
            • Managing a direct team as well as outside partners & vendors
            • Managing Channel education & communication Software/Technical Skills
              • Project Management Tools (Click Up) is preferred
              • Customer Relationship Management Software (Salesforce) is preferred
              • Partner Portal Tools / Platform is preferred Other Skills/Knowledge/Abilities
                • Ability to handle multiple responsibilities and meet or exceed deadlines
                • Proven ability to collaborate and develop teams to achieve desired results by building trust and relationships with different functions within the organization
                • Ability to translate insights into actionable recommendations
                • Excellent communication skills (verbal/written/interpersonal)
                • Excellent presentation skills
                • Ability to drive for results
                • Ability to problem solve for creative solutions
                • Knowledge of and passion for working with partners
                • Knowledge of partner marketing strategies that create maximum return on investment
                • Ability to manage a budget Compensation & Benefits
                  • The salary (or hiring) range for this position is $120,800 - $211,500 per year
                  • Starting salary to be determined by the education, experience, knowledge, skills and abilities of the applicant, internal equity and alignment with market data
                  • This position is eligible to participate in the relevant annual Brother Bonus Plan. Bonus awards are contingent upon 1) achievement of your individual objectives and 2) Brother achieving its Corporate and business level objectives
                  • Benefits include, but are not limited to, healthcare and wellness coverage, life and disability insurance, 401K, tuition reimbursement and Paid Time Off. Details are available at



                    This role will be a hybrid role. Subject to business needs, employees may work remotely up to two days per week. Assigned office days will be determined by managers

                    Brother International Corporation has earned its reputation as a premier provider of home office and business products, home appliances for the sewing and crafting enthusiast as well as industrial solutions that revolutionize the way we live and work. Brother International Corporation is a wholly-owned subsidiary of Brother Industries Ltd. With worldwide sales exceeding $6 billion, this global manufacturer was started more than 100 years ago. Bridgewater, New Jersey is the corporate headquarters for Brother in the Americas. It has fully integrated sales, marketing services, manufacturing, research and development capabilities located in the U.S. In addition to its headquarters, Brother has facilities in California, Illinois and Tennessee, as well as subsidiaries in Canada, Brazil, Chile, Argentina, Peru and Mexico. For more information, visit .

                    Brother International Corporation ("Brother") is an equal opportunity employer and does not discriminate or make employment decisions on the basis of race, color, religion, sex, disability, or any other characteristic protected by applicable state or federal laws. If you require any physical or other assistance in completing this application, a reasonable accommodation will be made upon request.

Keywords: Brother USA, Denver , Senior Manager, Channel Marketing, Advertising , Westminster, Colorado

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