• Business Development Manager - OEM

    Location US-CA-Sacramento | US-WA-Washington
    Job ID
  • Overview


    This role is responsible for the recruitment, enablement, and development of new OEM partners in a variety of different verticals including potentially robotics, automation, machine vision, manufacturing, etc. The success of the role will be measured on quarterly and annual Sales Pipeline Development and Design Wins ultimately leading to Orders and Revenue. This is a strategic role—fulfilling the “trusted advisor” role.

    Takes ownership of identifying new OEM product, services, and/or solutions sales opportunities for assigned account(s) or territory. Develops and 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.
    Develops and executes BD strategies for new products, services and solutions with minimal input from manager for a higher level of financial responsibility; proactively identifies solutions independently or in conjunction with Zebra's broader product portfolio. As required, leverages relationships with other business units and/or external partners to position Zebra solutions; Develops strong relationships with key decision makers and influencers; Initiates and leads customer presentations and value proposition creation. 


    **This role is a remote-based position that ideally would be based in northern California or Seattle near a major airport. 50% travel will be expected. 



      1. Identify, evaluate, recruit, and develop OEM partners with a strong enterprise mobility and / or scan application value proposition.

      1. Drive sales pipeline development by hunting new customer opportunities.
      2. Develop an OEM strategy for an assigned vertical or market segment which includes targeted partners, key applications, and strategic activities necessary to drive success.
      3. Meet or exceed quarterly and annual targets – Design Activity and Revenue.
      4. Educate Partner(s) on Zebra OEM products and offerings. Establish a joint technology roadmap as appropriate which may include a business plan and marketing plan.
      5. Manage your OEM partner eco-system, including: Contract Manufacturers, Design Shops, direct OEMs, …
      6. Attain “trusted advisor” status with your Partners.
      7. Align with product business units and ensure we have the right OEM product offers at the right price.



    • Preferred Education:
      • Bachelor's degree preferred or equivilent experience. 
    • Preferred Work Experience (years):
      • 5+ years of applicable sales experience.
    • Key Skills and Competencies:
      • Demonstrated technical proficiency in barcode scanning, RFID, locationing, mobile computing, or IoT technologies
      • OEM sales or alliance management experience preferable.
      • Hunter mentality.
      • Technical acumen required. 
      • 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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