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ZF is a global technology company supplying systems for passenger cars, commercial vehicles and industrial technology, enabling the next generation of mobility.

ZF allows vehicles to see, think and act. In the four technology domains of Vehicle Motion Control, Integrated Safety, Automated Driving, and Electric Mobility, ZF offers comprehensive product and software solutions for established vehicle manufacturers and newly emerging transport and mobility service providers. ZF electrifies a wide range of vehicle types. With its products, the company contributes to reducing emissions, protecting the climate and enhancing safe mobility.

Sales & Channel Development Manager - Connectivity Solutions

Country/Region:  FR

Puteaux, 92, FR, 92800

Req ID 61587 Puteaux, France

Position Overview:

We are seeking a highly motivated, results-driven and experienced Business Development/Channel manager to drive growth and expand our market presence in France within the Small/Meduim business (SMB) sector and large fleets in France. Within ZF Aftermarket’s Digital solutions, we are looking for a hunter and a dynamic individual who can identify opportunities, build relationships, and drive revenue through strategic partnerships, channels and customer acquisition.

The ideal candidate will have a deep understanding of the SAAS landscape, strong channel management skills, and a proven track record of driving successful partnerships to accelerate growth.


Key Responsibilities:

- Conduct thorough market research to identify trends, competitors, and potential areas for growth for SMB segment within the French market.

- Analyze customer needs and pain points to tailor the ZF’s digital solutions to effectively address industry challenges.

- Identify and engage with potential strategic partners and channels, including small/medium fleets, industry associations, added value resellers and channels.

- Collaborate with cross-functional teams to establish mutually beneficial partnerships that enhance product offerings and market reach.

- Generate and manage a pipeline of prospective clients through various channels, including networking events, conferences, direct and indirect outreach.

- Develop and maintain strong relationships with key decision-makers, understanding their needs and aligning connectivity solutions to their business objectives.

- Develop and execute a comprehensive channel partner strategy for France, with a focus on identifying, recruiting, and onboarding strategic partners that cater to SMBs.

- Collaborate with internal teams to define partner requirements, value propositions, and incentive structures.

-  Identify and approach potential channel partners, including value-added resellers (VARs), distributors, and technology consultants, who specialize in serving SMB clients. 

- Develop and execute a comprehensive sales strategy for the French market, including target setting, forecasting, and achieving revenue goals.

 - Collaborate with the marketing team to create compelling campaigns and sales materials that resonate with the target audience.

 - Lead contract negotiations, pricing discussions, and deal structuring to ensure favorable outcomes for both the company and the client.

 - Close sales deals and ensure smooth transitions to the implementation and customer success teams.

 - Represent the company at industry events, trade shows, and conferences to increase brand visibility and establish thought leadership within the automotive sector.

 - Build strong and lasting relationships with channel partners, acting as the main point of contact and providing the necessary support and resources for their success.

 - Regularly engage partners to understand market dynamics, feedback, and emerging opportunities.

 - Collaborate with the marketing and sales teams to develop tailored sales and marketing collateral that resonate with SMB audiences and align with partner strategies.

 - Provide training to channel partners on our digital solutions, ensuring they are well-equipped to effectively present and sell our products.

 - Monitor and analyze key performance indicators (KPIs) related to channel partner performance, revenue generation, and market penetration.

 - Prepare regular reports to share insights and recommendations with internal stakeholders.



- Bachelor’s degree in business, Marketing, Engineering, or a related field. MBA is a plus.

- Proven track record of at least 8 years in business development or sales, preferably within the SAAS software industry and automotive sector.

- Strong network of contacts within the French automotive ecosystem.

- Exceptional communication and presentation skills, both written and verbal, in French and English.

- Strategic thinking and the ability to identify and pursue new business opportunities.

- Self-motivated, results-driven, and able to work independently and as part of a team.

- Willingness to travel as needed within France and occasionally internationally.


Join our innovative team and play a pivotal role in driving our connectivity software solutions to new heights in the dynamic French market. If you're passionate about technology, business development, and making a significant impact, we'd love to hear from you.



Be part of our ZF team as Sales & Channel Development Manager - Connectivity Solutions and apply now!


Artur Polkowski

What does DEI (Diversity, Equity, Inclusion) mean for ZF as a company?

At ZF, we continuously strive to build and maintain a culture where inclusiveness is lived and diversity is valued. We actively seek ways to remove barriers so that all our employees can rise to their full potential. We aim to embed this vision in our legacy through how we operate and build our products as we shape the future of mobility.

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