Federal Government Sales Manager

US-VA-Richmond | US-DC-Washington | US-VA-Ashburn | US-MD-Germantown | US-TX-Texas
Job ID


Takes ownership of new product, services, and/or solutions sales for assigned US Federal Government end-user account(s). Develops and executes sales strategy for assigned Federal Government account(s) with manager’s input; develops strong relationships with key customer contacts and leverages to Zebra’s advantage; creates and delivers high impact sales presentations and capable of product training; often used for those with strong technical background but limited sales experience. Develops and executes sales strategies for new products, services and solutions with minimal input from manager for a higher level of financial responsibility; proactively sells solutions independently or in conjunction with Zebra's broader product portfolio. As required, leverages relationships with other business units and/or external partners to deliver solution; Develops strong relationships with key decision makers and influencers; Initiates and leads customer presentations and value proposition creation. 


  • Knowledge/Expertise
    • Domain knowledge – has proven experience and extensive knowledge of the US Federal Government as a market.  An expert in contracting and procurement processes and the agencies to introduce and sell Zebra solutions directly or with partners.
    • Technical Skills - Uses advanced Federal Government domain / solutions knowledge to competitive advantageHas strong knowledge of government IT standards, security protocols and the regulations impacting the sale of IT products to the Federal Government.
    • Knowledge of Zebra - Provides input into development of business products/services; understands and follows multi-business protocols
    • Sales Skills – Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
    • Managerial Skills - Often leads others in their development; provides input to policies and practices
    • Business Acumen - Develops business solutions and directly addresses financial issues resulting in profitable revenue growth for Zebra; able to coordinate and present complete, complex solutions that meet customer needs and beat competition
    • Market/customer Knowledge – Acts as a resource to customers based on intimate knowledge of relevant government department needs
  • Solution Complexity/Strategic Thinking
    • Nature of Problems Solved – Solves complex problems which may require unique solutions (e.g unique applications of existing technologies) that are used across the government in similar situations
    • Role in Addressing Problems – Leads problem resolution, identifies appropriate resources, develops contingency plans
    • Complexity of Solutions – Typically medium to high complexity; has several complex projects, all which require unique coordination of technical resources; multi-country issues may be involved
  • Freedom to Act
    • Level of Guidance – Demonstrates wide latitude for decisive action which could impact business initiatives/programs; exercises independent judgment within broadly defined practices/policies in selecting approach and technique
    • Takes Direction From – Manager and Business Unit Directors
  • Customer Interface
    • Role – Often leads semi-formal teams or significant portions of a large permanent team
    • Level of Customer Contact – Multiple decision makers and influencers for large deals with complexity
    • Main Level of Interaction – Leads negotiations on complex deals which may be primarily technical, financial or both
    • Required Knowledge of Customer – Agency and Department missions, strategies and customer positioning; customer budget process and business drivers
  • Accountability
    • Business and Financial Impact – Responsible for revenue attainment, margins where appropriate, and personal expenses
    • Relative Size and Scope – Average to high individual quota for business in like roles or strategic growth potential to be there within a year or two
    • Types of Projects – Moderately complex deals with several large, complex deals
    • Strategic Impact for Zebra – High in near term; medium in mid-term


  • Prior experience selling to the Federal Government through channels as well as direct is required
  • Preferred Education:
    • Bachelors or equivalent experience; advanced degree preferred.
  • Preferred Work Experience (years):
    • 5+ years of applicable work experience.
  • Key Skills and Competencies:
    • Uses advanced domain / solutions knowledge to competitive advantage
    • Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
    • Often leads others in their development; provides input to policies and practices

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