• Senior Federal Government Account Manager

    Location US-DC-Washington
    Job ID
    53570
    Function
    Sales
  • Overview

    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. 

     ~ 50% travel will be expected for this remote opportunity. The ideal candidate will be based in/around Washington, DC. 

    Responsibilities

    • 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 advantage.  Has 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

    Qualifications

    • Preferred Education:
      • Bachelors or equivalent experience; advanced degree preferred.
    • Preferred Work Experience (years):
      • 5-8 + years of applicable sales experience in Federal government sales.
    • Key Skills and Competencies:
      • Uses advanced Federal Government 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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