• Senior Account Manager (OEM)

    Location US-CA-San Jose | US-TX-Texas | US-CA-San Jose | US-CO-Denver | US-WA-Washington
    Job ID
    53913
    Function
    Sales
  • Overview

    The person in this role is responsible for the recruitment, enablement, and development of new, OEM partners in one or more Vertical Markets. In addition, this person will drive the OEM strategy with a handful of existing ‘named’ OEM Partners. They will ensure we have the right OEM partners to effectively advance our portfolio of solutions into the various vertical / segment(s). The success of the role will be measured on a combination of Design Activity, Design Wins, OEM Bookings / Revenue, and the ability to collaborate effectively. While there will be a number of existing OEM accounts, this is intended to be a strategic New Business role—fulfilling the “trusted advisor” role.

     

    **This rep will be covering the western US territory. This is a remote opportunity. Willing to consider candidates who reside in a major city in the western region near a major airport. ~ 50% travel will be expected**

    Responsibilities

    • Knowledge/Expertise
      • Technical Skills - Uses advanced domain / solutions knowledge to competitive advantage
      • 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 industries and 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 business 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 – Industry strategies and customer positioning; customer financials 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 a few large, complex deals
      • Strategic Impact for Zebra – High in near term; medium in mid-term

    Qualifications

    • Preferred Education:
      • Bachelors or equivalent experience.
    • Preferred Work Experience (years):
      • 5-8 + years of applicable sales (account management or business development) experience.
      • OEM experience strongly desired.
    • 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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