[Hiring] Senior Manager Dealer Channel Go-to-Market and Partner Enablement @Fujifilm

Role Description

The Sr. Manager Dealer Channel Go-to-Market and Partner Enablement position is central to Fujifilm building a modern, competitive, and partner-centric dealer channel. Responsible for shaping how Fujifilm shows up in the market, how dealers engage with the brand, and how the organization reaches its 2030 market share goals.

The ideal candidate has deep experience managing dealer, distributor, or reseller relationships and understands how to balance strategic account management with operational execution. This role requires strong leadership, communication, and business development skills, along with the ability to collaborate cross-functionally across sales, marketing, operations, and executive leadership.

Job Description

• Commercial GTM & Sales Enablement
  • Build high impact sales enablement materials: pitch decks, battlecards, solution briefs, competitive positioning, and vertical specific messaging.
  • Align closely with Sales leadership to support pipeline growth, strategic accounts, and territory expansion.
  • Translate technical product capabilities into compelling business value propositions for dealer principals, sales reps, and end customers.
  • Support field sales through targeted campaigns, account-based initiatives, and opportunity level marketing support.
• Dealer Channel Strategy & National Partner Management
  • Develop and execute national dealer channel strategies to drive growth, retention, and market penetration.
  • Serve as the primary point of contact for key dealer principals, distributors, and strategic accounts.
  • Conduct regular dealer business reviews to assess performance, operational effectiveness, and growth opportunities.
  • Identify opportunities to strengthen dealer engagement, improve partner performance, and increase FUJIFILM share of wallet.
  • Support recruitment, onboarding, and development of new dealer partners in priority markets.
• Partner Enablement & Program Development
  • Build scalable partner enablement programs including co-branded campaigns, launch kits, training, sales toolkits, and partner communications.
  • Ensure dealers have the tools, resources, and support needed to effectively represent the FUJIFILM brand.
  • Lead adoption of dealer programs, pricing initiatives, and operational processes.
  • Shape MDF strategy and evaluate program effectiveness, ROI, and partner impact.
  • Gather partner feedback and recommend improvements to programs, products, and channel support models.
• Go to Market Strategy & Product Alignment
  • Serve as a key partner to Product Management to align positioning, segmentation, and launch readiness.
  • Lead GTM execution for FUJIFILM's A3/A4, Production portfolio and future product categories.
  • Ensure Sales and Channel teams are fully enabled with clear messaging, training, and launch support materials.
  • Drive alignment across Product, Sales, Marketing, and Operations to deliver consistent market storytelling.
• Demand Generation & Commercial Programs
  • Lead integrated marketing campaigns supporting dealer driven revenue opportunities.
  • Align demand generation strategies with priority dealers, vertical markets, and strategic partner segments.
  • Oversee paid media, digital advertising, and targeted commercial programs with a focus on measurable business outcomes.
  • Analyze campaign performance and channel data to optimize strategy and maximize ROI.
• Digital Infrastructure & Partner Experience
  • Oversee dealer facing digital platforms including the Partner Portal, CRM, CMS, and enablement systems.
  • Ensure digital tools support lead generation, partner engagement, and sales enablement distribution.
  • Drive continuous improvements in user experience, accessibility, and conversion performance.
• Events, Field Marketing & Dealer Engagement
  • Lead execution of trade shows, dealer events, customer engagements, and industry activations.
  • Align event strategy with Sales and Channel priorities to maximize pipeline generation and relationship development.
  • Ensure strong pre-event promotion, onsite engagement, and post event follow up.
• Cross Functional Leadership & Business Impact
  • Partner closely with Sales, Marketing, Pricing, Operations, Customer Service, and Finance to support channel objectives.
  • Coordinate resolution of dealer operational issues related to orders, pricing, contracts, inventory, and support.
  • Present performance updates, competitive insights, and strategic recommendations to executive leadership.
  • Manage marketing and channel investments across campaigns, programs, and events.
  • Mentor team members with a focus on accountability, execution excellence, and commercial impact.
  • Set performance goals, provide constructive feedback, and conduct performance evaluations to ensure team members meet expectations.
  • Strong ability to influence people and align remote teams to achieve agreed goals and objectives.
  • Champions an environment that reflects Fujifilm's value.
  • Other duties as assigned.

Qualifications

• Bachelor’s degree in Business, Marketing, Communications, or related field.
• 10-15+ years of progressive experience in B2B marketing, channel enablement, GTM execution, or dealer/channel sales.
• Strong background in channel marketing, partner enablement, and commercial GTM strategy.
• Experience managing dealer, distributor, or reseller networks at regional or national scale.
• Proven ability to drive revenue growth, partner engagement, and channel adoption.
• Strong relationship management.
• Proven relationship and stakeholder management ability.
• Analytical mindset with strong data interpretation and reporting capabilities.
• Executive level communication, presentation, and storytelling skills.
• Experience with CRM, CMS, partner portals, and digital marketing platforms.
• Excellent cross-functional teamwork skills (product management, support, sales, service, and management).
• Operational problem-solving expertise.
• Essential communication skills, both written and verbal.
• Working knowledge of Microsoft applications including Word, Outlook, and PowerPoint with advanced proficiency in Excel and reporting tools.
• Ability to travel ~30%.

Preferred Qualifications

• Experience in imaging, manufacturing, technology, or industrial distribution industries.
• Familiarity with dealer pricing programs, channel incentives, and MDF co-op marketing models.
• Experience working with CRM and channel management systems such as Salesforce or similar platforms.
• Experience leading cross-functional channel initiatives and operational improvements.
• Experience with building a team.

Benefits

• $118,000 - $132,000 depending on experience plus a 10% bonus target.
• Medical, Dental, Vision.
• Life Insurance.
• 401k.
• Paid Time Off.

EEO Information

Fujifilm is committed to providing equal opportunities in hiring, promotion and advancement, compensation, benefits, and training regardless of nationality, age, gender, sexual orientation or gender identity, race, ethnicity, religion, political creed, ideology, national, or social origin, disability, veteran status, etc.

ADA Information

If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to our HR Department ([email protected]).