The Head of VAR/SI, Logitech for Business (L4B) North America will lead a team of partner account managers and an external agency to drive excellence in service and partnership with value-added resellers, system integrators, and growth partners. This role is responsible for developing and executing channel strategies to accelerate video collaboration sell-in and sell-out revenue growth across North America.
What You'll Do
- Develop the channel business to support Video Collaboration business goals
- Build the strategy for Logitech Video Collaboration Distribution to accelerate sell-in revenues and sell-out programs and growth
- Create a development strategy that increases preference for Logitech Video Collaboration products and peripherals
- Lead and empower a team to drive sales through clear communication of roles and responsibilities
- Take a hands-on approach with high personal interaction to lead, build, and develop the team and business partners
- Define processes and exceed sales and revenue targets while meeting directly with customers
- Develop new and deepen existing customer relationships by leveraging VC solution providers, alliances, and various sales channels
- Ensure forecast accuracy for week/month/quarter to develop predictability for gross revenue, net sales, gross margin, and OPEX
- Assign regional quotas and remove obstacles to enable sellers to overachieve sales, revenue, and profitability targets
- Listen and aggregate feedback from the team to streamline selling and operational efficiencies
- Work cooperatively with cross-functional departments including CSM, SE, and HQ resources to deliver elite customer experience
- Conduct weekly activity management, pipeline, and forecast reviews across all products with direct reports
- Be Yourself. Be Open. Stay Hungry and Humble. Collaborate. Challenge. Decide and just Do. Share our passion for Equality and the Environment
- Lead and contribute to overall responsibility for the global Channels development strategy
- Implement a comprehensive strategy that maximizes Logitech’s video collaboration opportunities in the Channel
- Maintain strong partnership with Channel Account Managers and GCO Distribution leaders
What We're Looking For
- Channel program management, product management, sales or product marketing experience with P&L responsibilities
- Experience within highly ambitious sales/growth/operations environments
- Strong working knowledge of the Logitech channel and alliance partners
- Influential leader with a hands-on approach and experience building exceptional teams in the “forming/storming” stages through a journey of inspiration, motivation, positive practice
- Must have carried a quota or led sales and/or channels teams in historical experience
- Expertise leading, forecasting and pipeline management processes through direct sales and channels organizations to align to Logitech global demand planning and sales forecasting
- Strong presentation skills, to include written and verbal communication
- Proficient with CRM/Pipeline tools (Salesforce.com) and lead management systems
- A track record of leveraging influential leadership to drive change, growth, and new business models
- Excellent negotiation skills for customer engagement to maximize customer relations, sales performance expectations in key performance areas, and stakeholder management
- An innovation and transformational mindset. Be willing to always try new things, make bets, and take calculated risks
Nice to Have
- Experience with working with managed service providers, channels, integrators and VARs. Channel Partner Sales Leadership required
- Experience managing diverse global teams across all regions of the company
Technical Stack
- Salesforce.com
- CRM/Pipeline tools
- Lead management systems
Team & Environment
- Team of partner account managers and an external agency (iCAMS); reports to broader Logitech for Business (L4B) North America leadership; collaborates with internal partners including Legal, Supply Chain, Central Channels and Alliances, Finance, and People & Culture
Benefits & Compensation
- Comprehensive and competitive benefits packages
- Flexible working environments designed to help care for yourself and loved ones
- Support for physical, financial, emotional, intellectual, and social wellbeing
- Hybrid work model allowing remote and on-premise work
- Empowerment to collaborate and learn from anywhere without compromising productivity
- Inclusive culture that celebrates diversity and differences
- Opportunities to create, achieve, and enjoy more while supporting families
OTE (On Target Earnings) typically between $226K and $354K, dependent on location and experience; higher compensation may be considered based on business need, candidate experience, and skills
Work Mode
- Remote/hybrid role with support for a hybrid/remote work culture; travel required for internal meetings, industry conferences, and possible on-site customer visits
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. Accommodations available upon request.
