Business to Business South Europe Lead

Sales Barcelona, Spain


Position at Logitech

The Role:

In the role of Head of Channel, you will be responsible for driving the growth of our full portfolio - Desktop and Collaboration - with our key Channel Partners. This will cover VARs, DMRs and SME.

The function is to implement the Channel strategy locally and drive Logitech’s B2B business and growth with broad Channel customers, whilst building a credible framework for Public Sector and the Long-Tail business. The role reports to the Country Manager and will be a Business Partner for our complimentary High-Touch team (GVCC).

The Head of Channel will be responsible for supporting the local B2B team and working closely with the local and EU Sales & Marketing resource. The role requires a ‘player-coach’ with a strong understanding of the Channel, End-User and LCPs. Effectively you will be driving a business within a business and delivering sustained growth for the country and region. Strong matrix organisation experience, ability to motivate and coach the account team and hold executive level relationships with key channels and end-users are critical factors to success. ​

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 grow the B2B business for the Country and Region through active new business development, Channel management and winning in Education. The country B2B team (excluding Marketing) will report to the Head of Channel.

  • Ownership of the country’s business plan and execution.

  • Lead the local B2B channel team, ensure business and development plans are in place for all.

  • Focus on Education (Public Sector), White Space (VAR) and Long-Tail (SME).

  • Focus on channel development and recruitment.

  • Engage with LCPs: Apple, Google & Microsoft.

  • Engage with local T1 distributors to drive SME sales through marketing promotions and incentives.

The Role Responsibilities​​

  • Drive the B2B channel model locally and ensure the team understands the end-to-end strategy and plan.

  • Build & maintain detailed bottom-up analysis that evaluates the market (POS, MaSH, IHS) and contributes to an Operational Business Plan that supports our key strategies and growth.

  • Maintain an accurate and updated quarterly sales plan with all relevant figures and activities per channel; business plan reviewed on a monthly basis with cluster B2B Director and Country Manager.

  • Execute and achieve targets in an intense, fast-paced, rapidly changing, and quarterly-driven environment.

  • Business development by identifying cross & up-selling opportunities within key channels & customer portfolios.

  • Control the ROI and success parameters of GTN​ and Opex spend.

  • Ensure quarterly business meetings are in place with all ‘Logitech One’ premier partners to review the business, plan upcoming activities, plus set and agree on targets.

  • Review product portfolio; agree on the strategically important products (SIP) and make sure that the right line-up and focus is reflected within the key partners – Reseller and Distributor.

  • Ensure the team maintains an accurate project pipeline & frame-works in Salesforce at all times with the relevant coverage and also rolling 180 days.

Key Qualifications:

For consideration, you must bring the following minimum skills and behaviors to our team:

  • 8 years selling solutions in a B2B environment.

  • Experience in working with managed service providers.

  • Hands-on, Player-Coach mentality.

  • Proven successful track record, leadership by example.

  • Results-driven and discerning with regards to priorities.

  • Excel in collaboration and relationship building skills.

  • Strong influencer.

  • Creative strategic thinker and fast learner.

  • Exceptional organizational and analytical skills.

  • Autonomous and self-motivated.

  • Influential communicator and great presentation skills.

  • Persuasive, Charismatic, Engaging, Confident.

  • International mind-set.

  • Fluency in English, written and spoken is mandatory.

The role requires travel within the Country and Region.


  • Degree level or Masters is required

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 employment without regard to race, sex, age, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.”

If you require an accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at +1 510-713- 4866 for assistance.