The Role :
The Global Channels Go-To-Market 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 motivate 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.
Your Contribution :
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.
In this role you will be responsible for :
Channel Ecosystem & Channel Expansion initiatives :
Setup the current Commercial Channel Ecosystem and work with distributions, alliances, and Channel sales leaders to define the right partner ecosystem, and define partner segmentation.
Provide a view on competition and ensure that Logitech positioning evolves from B to B.
Work closely with the GCO (Global Commercial Organisation) team to ensure the one Logitech , and create our specificity for the GVCC program only.
Define & optimize the Channel coverage that will enable GVCC to work with the relevant partners.
Create, test, and implement new programs and initiatives for ensuring the expansion and harmonization of our Channel model.
Channel Value proposition, channel segmentation & evolution :
Create the Join Business Plan to drive & analyze the Partner's performance in order to make appropriate business decisions and partner rewards model.
Ensuring that the Join Business plan process is aligned and ongoing everywhere and establishes the management Process with Channel leaders in regions to consolidate.
Build a consolidated Channel Value proposition to align sales and partners on why Logitech .
Analyze with finance Channel analytics (descriptive, diagnostic, predictive, prescriptive) in order to optimize the piloting of GVCC Channel and invest in appropriate rebate schemes.
Define and challenge the model of partner of the future .
Synergies with GCO and other organizations :
Define the timeline of different workstreams & projects necessary to have a great, harmonized partner program.
Interface with all stakeholders of service, Business Group, GCO, Marketing to ensure the right understanding of our One program .
Recruit consultancy if required on specific projects to enhance our Partner Program.
Regular meeting with field operations to deploy our program, and explain our Value proposition to partner sales & channel leaders.
Interface with finance & Channel pricing strategy :
Define Partner compensation budget and follow up.
Define a 3 years’ plan and investments required for added value proposition proposals ( ex : Partner coverage, Partner champion, partner training ).
Be part of the discussion of the right Channel pricing strategy : End-user price positioning, minimize pricing conflicts.
Ensure that the price for each step (in the channel) includes a fair profit for each type of partner.
Key Qualifications :
For consideration, you must bring the following minimum skills and behaviors to our team :
15 years of experience in Channel 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.
Experience leading large complex channel programs (Transactional & Contractual) across cultures & organizations.
Have a clear view of partner segmentation & partner ecosystem in multinational companies to be able to structure a winning and disruptive Partner program for the relevant partners, building our partner of the future.
Build and drive with matrix organization a strong accreditation / certification program, training for partner sales, partner enablement tools, partner coverage, process management through channels organizations to align to Logitech global demand planning and sales forecasting.
Experience developing a Partner Business & Rewards model (compensation model), and Partner survey.
Able to build a 3 years plan and anticipate program evolutions based on Market trends, customer expectations, and Logitech offers.
Go-To-Market & Sales program deployment capabilities across geographies with integration countries / regions specificity .
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.
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 employmentwithout regard to race, sex, age, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.