Director, Products & Sales Engineering - Latin America Region

Location US-FL-Miramar | CO-Bogota | AR-Buenos Aires | BR-Sao Paulo | MX-Mexico City
Job ID
45457
Function
Sales

Overview

The Latin America Regional Director of Products and Sales Engineering:

  • Directly manages a large team of sales engineers and product/solution specialist dedicated to supporting pipeline and sales development in Latin America.
  • Attains results within Zebra management policies and practices. 
  • Personal objectives typically defined as a "roll-up" of all sales resources reporting to him/her as well as objectives tied to new product/solution roll-out, and market share gains.
  • Generally considered an excellent coach, helping others attain success and grow professionally. 
  • Technical skills far beyond criteria listed and gets others on the same track. 
  • Understands product portfolio extremely well and knows how to win relative to competition; teaches others the same.
  • As with all management, embodies One Zebra ahead of personal achievements.
  • Establishes operational objectives and sales plans, and delegates assignments to subordinates, including Sales Managers.
  • Involved in developing and executing policies that affect immediate operations and may also have region/company-wide effect.
  • Establishes and manages budgets, schedules, work plans, and performance requirements.
  • Exercises full supervision in terms of costs, methods and staffing.
  • Proven strategic thinker that makes technical market strategy and operating practice changes that get results.
  • Considered a technical industry expert by employees, peers, customers, and competitors. 
  • Acts as a resource to business unit general management; responsible for developing a portion of the business unit technical annual and long-term plans.
  • Proven success in technical sales management.

Responsibilities

  • Knowledge/Expertise
    • Technical Skills - Helps develop Zebra technical solutions; expert in multiple areas
    • Knowledge of Zebra - Responsible for a portion of Zebra Business Direction/Strategy, typically crossing multiple businesses
    • Sales Skills – Proven sales leadership; helps define the sales skills required for Zebra success and how best to obtain them
    • Managerial Skills - Creates policies and practices with appropriate functional support; proven high end managerial talent
    • Business Acumen - Sees bigger picture and adjusts business models for sustained long term growth; develops solutions that address future industry and Zebra needs
    • Market/Customer Knowledge – Helps customers create market changing approaches to winning across multiple Zebra business environments
  • Solution Complexity/Strategic Thinking
    • Nature of Problems Solved – Solves complex problems which require unique solutions (e.g. integration of multiple technologies) that impact multiple Zebra businesses
    • Role in Addressing Problems – Anticipates and resolves problems, initiates actions to prevent future problems
    • Complexity of Solutions – High complexity with unique solutions required (no precedent); may be multi regional
  • Freedom to Act
    • Level of Guidance – Develops guidance for others; sets strong precedent for innovation and personal expertise in developing creative ideas, solutions, method and techniques; accountable for decisions that have a direct impact on Zebra overall
    • Takes Direction From – Business Unit Senior Leaders
  • Customer Interface
    • Role – Typically manages sales managers or sales personnel for most complex customers
    • Level of Customer Contact – Generally C-Suite or director level decision makers
    • Main Level of Interaction – Defines the customer interface for a portion of a business or Zebra top account; sets stage for success through strategic customer interface
    • Required Knowledge of Customer – Future industry priorities, opportunities, and threats; future customer position
  • Accountability
    • Business and Financial Impact – Typically directs or controls the business outcomes for sales and non-sales groups; responsible for revenue, margins, and expenses in the current year
    • Relative Size and Scope – Has very large impact on a business and 1-2% minimum on Zebra or strategic growth potential to be there within a year or two
    • Types of Projects – Most complex deals or very large volume where projects drive business success
    • Strategic Impact for Zebra – High in near, mid, and long-term

Qualifications

  • Preferred Education:
    • Bachelors degree required. Masters degree recommended.
  • Preferred Work Experience (years):
    • Solid work experience in Sales and Products.
  • Key Skills and Competencies:
    • Helps develop Zebra technical solutions; expert in multiple areas
    • Proven sales leadership; helps define the sales skills required for Zebra success and how best to obtain them
    • Creates policies and practices with appropriate functional support; proven high end managerial talent
    • Excellent communicator, industry presentations and large group presentations.  Experience presenting complex ideas/concepts to executives in the industry.
    • Bilingual English/Spanish. Portuguese a plus.

**Note: This position can be based out of Miramar, Florida; Mexico City, Mexico; Bogota, Colombia; Sao Paulo, Brazil; or Buenos Aires, Argentina.

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