Sr Manager Software Portfolio Channel

Toshiba Global Commerce Solutions is seeking a Senior Manager in our Software Portfolio Organization reporting to the Executive Director of Software Portfolio and working alongside our ELERA Portfolio Owners and Product Managers. You will own ELERA Channel the business vertical that takes our retail commerce suite to market through a curated network of global business partners.

Toshiba provides solutions to many of the Top 10 Global Retailers as well as hundreds of customers across grocery hospitality convenience and specialty markets worldwide. The latter is accomplished through our network of strategic business partners and delivering to that market requires a specific packaged solution and partner enablement. You will have the charter for building out that packaging and establishing the necessary partnerships to sell and deliver it as well as commercial accountability for the resulting revenue to come of it.

Responsibilities

• Own the business outcome for channel and partner-sourced revenue the targets the pipeline and the results and report against them in portfolio business reviews.

• Define and own our packaged ELERA channel offering: what it includes who it is built for and the standards that keep it repeatable as partners take it to market.

• Build the partner program end to end recruitment qualification onboarding certification and ongoing enablement so that partners can sell and deliver ELERA without us in the room.

• Recruit and develop business partners who extend our reach and our capacity: regional experts implementation partners systems integrators resellers and software partners.

• Own the commercial model underneath the ecosystem partner pricing margin structure revenue share and the terms that make the business work for both sides.

• Define what partners need in order to succeed independently: enablement materials training reference architectures deployment guidance and the playbooks that make a first engagement repeatable as a tenth.

• Charter new solutions through our funnel concept prototype build delivery and lifecycle and carry the backlog for the offerings you own.

• Work across sales marketing services and product to make the partner motion work internally including where it intersects our direct business.

• Carry market signal back into the portfolio. Channel customers will surface real product needs and you will be the one who recognizes which of them the product should answer.

• Expand ELERA into new geographies through partners beginning with Latin America building on the practice and reference customers our portfolio team establishes.

• Represent the channel and partner business to partners to retailers and to our executive team articulating the position defending it and negotiating to an outcome.

Qualifications

• Bachelors degree with 12 years functional experience or equivalent experience
• 12 years of relevant experience including several years of channel alliance or partner leadership
• Demonstrated accountability for revenue and business outcomes in a channel partner or indirect business with results you can speak to specifically

• Experience building a partner or channel program from an early stage rather than operating a mature one

• A track record of recruiting enabling and growing partners systems integrators resellers implementation partners or independent software vendors

• Experience defining or managing a packaged or standardized offering intended for adoption at scale with limited customization and heavy partner enablement

• Proven ability to operate and communicate across sales marketing services and product organizations to make an indirect motion work internally and clear hurdles where needed

• Experience working directly with senior external partners and internal executives including the ability to hold a position under pressure and negotiate to a decision

• Demonstrated use of AI-accelerated work ethics and demonstrated initiative to teach yourself new capabilities as that tooling changes and evolves

• 10 years of relevant experience including several years of channel alliance or partner leadership

Preferred

• Point-of-sale retail technology or enterprise commerce domain experience

• Experience driving software market in Latin America or other developing regions through partnerships

• Experience serving mid-market or lower-tier segments with limited customization and heavy enablement

• Experience operating within a defined portfolio governance model prioritization rubrics capacity tradeoffs and formal change control

Toshiba Global Commerce Solutions is a dynamic billion-dollar global company based in Research Triangle Park NC providing retail store solutions to your favorite brands. Have you ever been in a hurry and made use of the self-checkout at Lowes Foods earned fuel rewards at Kroger or just paid for purchases at retailers such as Walmart Michaels Carrefour The Gap Calvin Klein Boots Cencosud BJs or Costco These are just a few examples of our in-store solutions and impressive customer base that made us the worlds installed market share leader.

The nature of retail is changing quickly so if you share our Together Commerce vision of a seamless two-way participatory shopping experience lets get together to drive the new economy.

Toshiba Global Commerce Solutions Inc. offers a competitive salary and generous benefits package including the following:

• Group health coverage (medical dental & vision)
• Employee Assistance Programs
• Pre-tax spending accounts
• 401(k) plan (with company match)
• Company provided life insurance
• Pet Insurance
• Employee discounts
• Generous paid holiday schedule paid vacation & sick/personal days

EEO:

Toshiba Global Commerce Solutions is an equal opportunity/affirmative action employer that evaluates qualified applicants without regard to age ancestry color religious creed disability marital status medical condition genetic information military or veteran status national origin race sex gender gender identity gender expression and sexual orientation or any other protected factor. We also consider qualified applicants regardless of criminal histories consistent with legal requirements.

Individuals who need a reasonable accommodation because of a disability for any part of the employment process should email to request an accommodation

DIVERSITY EQUITY & INCLUSION:

We at Toshiba Global Commerce Solutions firmly believe that our people are an integral part to the success of our customers. Furthermore were committed to Diversity Equity and Inclusion for all our people as highlighted by our 5 Core Principles (Create Outreach Foster Belonging Unleash Opportunity Diverse Cultural Engagement and Culture of Transparency). Were passionate about our customers the retail industry and becoming a more responsible company as we help create a brighter future.