• State and Local Government Channel Manager

    Location US-CA-San Jose
    Job ID
    53566
    Function
    Sales
  • Overview

    Takes ownership of new product, services, and/or solutions sales for assigned State and Local Government (SLED) end-user account(s). Develops and executes sales strategy for assigned State and Local 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. 

     

    **This remote opportunity can be based anywhere in the Western region of the US near a major airport. ~ 50% travel will be expected. 

    Responsibilities

    • Knowledge/Expertise
      • Domain knowledge – has proven experience and extensive knowledge of US State and Local governments as a market, with an emphasis on Public Safety. Possesses the understanding of departmental needs that can be applied to Zebra solution use cases.  An expert in government contracting and procurement processes and the SLED departments to introduce and sell Zebra solutions with partners.
      • Technical Skills - Uses advanced State and Local domain / solutions knowledge to competitive advantage.  Has strong knowledge of government IT standards, security protocols and the regulations impacting the sale of IT products to State and Local agencies and departments.
      • 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

    Qualifications

    • Preferred Education:
      • Bachelors or equivalent experience; advanced degree preferred.
    • Preferred Work Experience (years):
      • 5-8 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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