ISV Business Development Manager
About the role
Datalogic is seeking an ISV Business Development Manager to drive growth and expansion of the ISV partner ecosystem in North America. This role combines market analysis with relationship-building responsibilities to identify, engage, and nurture partnerships with independent software vendors (ISVs).
Key Responsibilities
Partner Ecosystem Development - Identify, engage, and nurture relationships with new and existing ISV partners aligned to Datalogic's target verticals (retail, Transportation and Logistics, Manufacturing, Healthcare). Continuously scout and evaluate new software vendors that will help drive company growth, prioritizing those that bring value to Datalogic.
Own the full ISV partner lifecycle: prospecting, onboarding, enablement, joint selling, growth, retention. Coordinate partner certification processes to ensure Datalogic hardware is fully tested, validated, and certified with partner software.
Go-to-Market & Sales Enablement - Develop joint value propositions and solution narratives combining Datalogic hardware and ISV software. Collaborate with Sales and Channel teams to generate and support partner-influenced opportunities. Deliver training to Datalogic and partner sales teams on software features, benefits, and customer value. Provide sales tools and collateral to promote complete Datalogic + ISV solutions. Support sales efforts during customer engagements and RFP processes, bridging Datalogic and partner capabilities.
Joint Business Planning & Performance Tracking - Develop joint go-to-market plans with strategic ISV partners, including pipeline and revenue targets. Evaluate potential reselling capabilities with partners. Maintain visibility into partner-influenced opportunities and report progress to internal stakeholders.
Cross-Functional & Global Collaboration - Work closely with global ISV and Software Solution teams to ensure alignment and program consistency. Manage potential overlaps with internal software solutions. Act as the regional voice for ISV partners, ensuring their needs and feedback are represented in Datalogic's product and solution roadmap. Collaborate with Marketing to plan co-marketing campaigns, events, and marketplace visibility initiatives.
Qualifications
Education (School/Specialization): Bachelors Degree in Business or similar. Master in Business Administration (MBA) preferred
Years of Experience: 2+ years of equivalent experience as ISV Manager and/or partner alliance managers with software companies in structured process and organization, and with a well-developed network.
The Ideal Candidate Should Have The Following Specific Skills:
Industry Knowledge: Passion for business technology, in particular those in areas like WMS, ERP, Data Analytics, AI, RFID, inventory management and supply chain.
Strong knowledge of Google Android, Linux and main Cloud provider ecosystem.
Strong business acumen with hunter mentality and goal-oriented growth mindset.
Exceptional communication, negotiation and relationship-building skills.
Ability to analyze and synthesize large amounts of business data to identify strategic opportunities.
Strategic thinker capable of aligning partnership opportunities with Datalogic's long-term goals and business objectives.
Collaborative team player.
Other Information
Interpersonal abilities, ability to work in a team, focus on results, attention to details, flexibility and creativity, proactivity, willingness to learn, capability to work in a dynamic team and in a complex environment, problem-solving attitude, open-minded, accountable.
Company Background
Datalogic is a global technology leader in the automatic data capture and factory automation markets, specializing in the design and production of barcode readers, mobile computers, sensors for detection, measurement, and safety, RFID, vision, and laser marking systems. Datalogic boasts over 50 years of history, with thousands of prestigious partners and customers deployed across five continents. The company has grown steadily over the years, driven by the dedication to meeting customer needs and significant investments in Research & Development. Today, Datalogic Group has approximately 29,000 employees worldwide, operating from 29 offices, with 11 manufacturing and repair facilities in the USA, Hungary, Slovakia, Italy, China, Vietnam, and Australia. Datalogic S.p.A. is listed on the STAR segment of the Italian Stock Exchange since 2001 as DAL.MI. The Group is headquartered in Bologna, Italy.
Equal Opportunity Employer
Datalogic USA, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, genetic information, or any other characteristic protected by federal, state, or local laws.