• Sr. Sales Engagement Mgr(Southeast)

    Location US-GA-Atlanta | US-NC-Raleigh | US-MS-Jackson | US-FL-Tallahassee | US-VA-Richmond
    Job ID
    89160
    Function
    Sales
  • Overview

    At Zebra, we’re reinventing how businesses operate at the enterprise edge - helping them run faster, smarter, and more connected than ever before.

    A dynamic community of builders, doers and problem solvers, we each play a unique role - shaping new technologies, bringing solutions to market, and partnering with companies on the front line of business.

    Being a part of Zebra means making your mark as we make digital transformation a reality.

    It means growing into a leader at a leading company that makes a distinct difference - because together, we’ve only just begun.

    Calling all Changemakers.

    Zebra is waiting for you.

    Join us as we transform the edge of the enterprise.

     

    Co-owns solution/product – Passive RFID sales to assigned retail account(s); develops and executes sales strategy for assigned account(s) with AM/CH and/or manager input; uses advanced knowledge of products/solutions and competitors with key customer contacts to demonstrate to Zebra's advantage; builds and delivers high impact sales presentations and conducts product training Considered a Zebra-wide authority for advanced and complex products/solutions in the markets responsible for. Proactively establishes marketing/business plan and key messaging for solutions with minimal managerial input. This includes setting account penetration plans and objectives with AM/CM. Often prepares and delivers industry changing presentations to customer trade organizations. Considered an industry wide guide for advanced and complex products/solutions in the markets responsible for. Works with product development to build next generation of solutions and services related to their area of expertise. Quotas are generally very high relative to other Sales Engagement Managers and Account/Channel Management.

     

    This remote role can be located anywhere in the South/Eastern region. ~ 50% + travel will be encouraged.

    Responsibilities

    Knowledge/Expertise

    • Technical Skills - Helps develop Zebra technical solutions; authority in RFID/RTLS in the retail vertical
    • Knowledge of Zebra - Helps build Business/Industry products/services strategy, often crossing multiple businesses
    • Sales Skills - Leads teams in development of advanced solution selling concepts and partnership creation; validated sales success only
    • Managerial Skills - Full knowledge of all relevant business policies and practices; strong ability to energize and lead others
    • Business Insight - Conducts root cause analysis and improves long term profitability in a variety of situations; a S.W.O.T. authority; anticipates future customer needs
    • Market/customer Knowledge - Applies both strategic and tactical understanding of markets to ensure Zebra wins in the marketplace

    Solution Complexity/Critical Thinking

    • Nature of Problems Solved - Solves complex problems which may require unique solutions which are used across geographies, industries, etc.
    • Role in Addressing Problems - Leads problem resolution, identifies appropriate resources, mitigates future risk
    • Complexity of Solutions - Typically high complexity; many with little precedent and sometimes cross international borders

    Freedom to Act

    • Level of Guidance - Determines and pursues courses of action essential in obtaining desired outcomes.; operates with broad autonomy to make decisions that impact sales effectiveness and will help meet or hinder a business in meeting objectives
    • Takes Direction From - Business Unit General Management

    Customer Interface

    • Role - Leads formal teams or sales personnel
    • Level of Customer Contact - High level of decision makers on largest and most complex systems
    • Main Level of Interaction - Defines project customer interface and assists teams on large deals
    • Required Knowledge of Customer - Industry direction and customer strategic business plan for future

    Accountability

    • Business and Financial Impact - Leads sales and support resources directly or indirectly; responsible for revenue, margins and departmental expenses
    • Relative Size and Scope - Sustained very high quota and results over multiple years for the business; individual or team led has a large impact on a Business unit
    • Types of Projects - Large complex deals or very large volume of moderate deals
    • Strategic Impact for Zebra - High in near and mid-term

    Qualifications

    • Bachelors or equivalent experience
    • 5+ years of applicable RFID/Retail sales account management experience
    • Helps develop Zebra integrated RFID solutions
    • Leads teams in development of advanced solution selling concepts and confirmed sales success
    • Full knowledge of all significant business policies and practices; strong ability to energize and lead others
    • Strong knowledge of Passive RFID functionality, Cloud, Infrastructure products and services

    Preferred, not required:

    • Microsoft SQL, ODBC, Linux (Red Hat)
     

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