Software Solutions Sales Executive

Location US-MA-Burlington
Job ID
Position Level
Senior Advisor/Principal/Senior Manager


This Solutions Sales role is part of the Software Solutions Sales Team. This team is the focal point for driving our Strategic Solutions into our key customers and partners within the Retail, Manufacturing, Transport & Logistics, and Healthcare verticals. This role is responsible for achieving sales success and market penetration to deliver growth. Selling directly to end-users and via channels, this position will focus on new business sales within their assigned accounts and Region/Territory.


This remote role must be based in the Northeast with the ability to travel ~ 75% post-COVID. 


  • Responsible for developing and maintaining a healthy pipeline of new business opportunities to meet annual targets and defined objectives
  • Leading all aspects of the sales cycle in your target accounts. This includes solution development, deal term negotiation, and contract closing process
  • Being an expert in all things ZPA (Zebra Prescriptive Analytics) and Reflexis Solutions for your Accounts/Region/Territory
  • Collaborating with internal teams to deliver 100% customer satisfaction, improving opportunities for additional business growth
  • Effectively handling contracts and agreements, making sure that expectations are established, communicated, and met
  • Meet and exceed individual quotas for contracts and revenue by closing multi-year cloud contracts
  • Experience should include closing large, enterprise-wide annual recurring revenue contracts (ARR)
  • Understanding Zebra’s unique value propositions and how our solutions have delivered value for our customers
  • Identifying, reaching and influencing key decision makers and all influencers and stakeholders within targeted retail prospects
  • Building a consistently producing territory by taking targeted retailers from suspect to prospect to opportunity to customer to long-term year-over-year client
  • Being in the field in front of prospects on a weekly basis
  • Diligently seeking to align retailer priorities with Zebra solution outcomes and move projects to closure in a timely manner via a strong value selling orientation
  • Holding prospects accountable to their part in moving forward to realize the created vision
  • Work in a collaborative team-based selling model with other Zebra sales reps, Business Development Reps, Solution Consultants, Value Engineers, Executives, Partners, Marketing and Customer Success
  • Maintain current knowledge of the company’s solutions, industry compelling events, and competitive differentiators while making every interaction with a retailer world class
  • Be a challenger – understand target client issues, needs and goals, and proactively educate and bring solutions to each discussion to deliver outcomes they desire.


  1. Bachelors or equivalent experience; advanced degree preferred
  2. 8+ years of Software Sales experience
  3. Experience in a B2B SaaS solution sales
  4. Must reside in the Northeast with the ability to travel ~ 75% post-COVID

Preferred Qualifications:

  • We are looking for a successful salesperson with an entrepreneurial, open mindset and tangible desire to seek new business. A great teammate with proven SaaS-based software experience, ideally experienced in selling large ticket enterprise software product into Tier-1 customers
  • Exhibiting personal credibility to enable the person to be a true partner to C-level executives and in the field. Responsible for developing relationships and closing opportunities with leading brands.
  • Able to evidence a consistent track record of selling high value multi-year recurring SaaS transactions, demonstrating a tenacious and curious personality to get to the root of customer expectation and needs.
  • Comfortable and skilled in virtual selling (as clients require in these times)
  • Success selling high dollar multi-year deals with 6-12 months sales cycles
  • Proven ability to penetrate non-customer accounts and to create a need where it may not exist
  • Technical aptitude and strong desire to understand how our software empowers retailers
  • A passion for selling value and an understanding that price is always a function of value
  • Excellent verbal and written communication skills
  • Strong business acumen to understand how, and why customers make buying decisions
  • Appreciation and respect for working as part of a large team
  • Solves complex problems which may require engagement across diverse client stakeholder needs at the C-level
  • Builds a business case for change, determines and assembles the appropriate team to close deals.
  • Operates with broad autonomy to make decisions that impact sales effectiveness and achievement.
  • Willing and able to cover a large territory, travel weekly, and sell in person, not phone and email only

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