• Account Manager - OEM

    Location US-CA-San Jose | US-CA-Irvine | US-CA-Agoura Hills
    Job ID
    85065
    Function
    Sales
  • Overview

    The role is an OEM territory sales position. The person in this role is responsible for the recruitment, enablement, and development of new, vertically focused OEM customers in a variety of different verticals including potentially Retail, Healthcare, Manufacturing, Hospitality, and Transportation and logistics. In addition, this person will drive the OEM strategy for the assigned territory to effectively advance our OEM portfolio of solutions. The success of the role will be measured on a combination of new client acquisition, client expansion and revenue targets.

     

    This remote-based role can be based anywhere on either the west coast (ideally Bay area) or east coast. ~ 50% travel will be expected.

    Responsibilities

    • Knowledge/Expertise
      • Sales Skills - Develop an OEM strategy for an assigned territory which includes targeted clients, key applications, and strategic activities necessary to drive success
      • Sales Skills - Experience in cold-calling important in order to identify and pursue new acquisition opportunities - plan and execute acquisition activities in the assigned territory
      • Sales Skills - Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
      • Business Acumen - Understands and explains how Zebra solutions can help customer's business results; obtains profitable revenue growth via value proposition vs. competition
      • Market/customer Knowledge - Uses full knowledge of customer's business and market economics/trends to position effectively versus competition
    • Solution Complexity/Strategic Thinking
      • Nature of Problems Solved - Solves routine problems of moderate complexity (e.g. verifying technical compatibility) at the customer level
      • Role in Addressing Problems - Understands and resolves problems with support from technical resources
      • Complexity of Solutions - Typically medium complexity (e.g. value proposition vs. competition), but may have some complex projects that require unique coordination of technical resources
    • Freedom to Act
      • Level of Guidance - Works under general supervision. Makes decisions of moderate complexity that impact deliverables of projects; exercises judgment in approach, sometimes requiring and assessing tradeoffs
    • Customer Interface
      • Role - Acts independently or as a team lead for ad-hoc teams
      • Level of Customer Contact - Buyers and Executive decision makers for end-users
      • Main Level of Interaction - Responsible for influencing the customer to purchase moderate size projects
      • Required Knowledge of Customer - Operational strategies for success and competitors
    • Accountability
      • Business and Financial Impact - Responsible for individual revenue attainment with established prices and personal expenses
      • Relative Size and Scope - Moderate to average individual quota size for business and like roles
      • Types of Projects - Many transactions with some moderately complex deals

    Qualifications

    • Bachelor's or equivalent experience
    • 2 + years of applicable sales experience specifically in a territory development, business development, hunter-type role
    • Familiarity with tech sales
    • Current/previous OEM experience a plus, but not required
    • Uses moderate domain/solutions knowledge
    • Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
    • Understands policies and practices related to role and shares ideas for improvement

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