Note: The job is a remote job and is open to candidates in USA. Zebra Technologies is a community of innovators creating smart solutions to meet customer needs. They are seeking an OEM Senior Account Manager responsible for recruiting and developing new OEM customers in North America, focusing on various verticals and technologies.
Responsibilities
- Responsible for the recruitment, enablement, and development of net new OEM customers in their respective territory, focusing on verticals such as Retail, Healthcare, Hospitality, Warehousing and Logistics
- Focus on technologies such as point-of-sale, kiosk, vision/ai, medical diagnostics and other market trends
- Measure success on a combination of new client acquisition, client expansion and revenue targets
Skills
- Bachelor's or equivalent experience
- 5 + years of applicable B2B sales experience specifically in a territory development, business development, hunter-type role selling technology-related offerings
- Sales experience must be customer-facing
- Must reside in the US, near a major airport with the ability to travel ~ 30% nationwide
- 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
- 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
- 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
- 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
- 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
- Current/previous OEM experience a plus, but not required
- Experience from industry
- Demonstrated record of achievement in managing a multi-state territory against company targets
- Solid track record of performance against revenue metrics (revenue & profitability)
- Appetite and confidence to prospect
- Must be customer-oriented, able to influence customers at all levels and a strong teammate with a partnering mindset
- Exceptional communication and presentation skills
- Discipline to work remotely, and plan business travel in order to optimize time in the field
Benefits
- In addition to base pay, Zebra offers this role an opportunity to earn variable compensation in the form of commission for achieving quota, at 67% , in accordance with the terms of the applicable sales incentive plan.
- Zebra Total Rewards includes more than just pay and is structured to meet the needs of our changing global business and evolving talent.
- We are committed to providing our employees with a benefits program that is comprehensive and competitive – including healthcare, wellness, inclusion networks, and continued learning and development offerings.
- We offer community service days, in addition to the traditional insurances, compensation, parental leave, employee assistance program and paid time off offerings depending on the country where you work.
- Additionally, all Zebra roles are eligible for cash incentive programs.
- For example, sales roles have additional opportunity to earn substantial variable compensation tied to quota achievement.
- In most other roles, the Zebra annual cash incentive program links Company and individual performance together.
- Some roles may also be eligible for long-term incentive equity awards.
Company Overview
Zebra Technologies delivers barcode printers, scanners, RFID, and mobile computing solutions for business visibility. It is a sub-organization of Extreme Networks. It was founded in 1991, and is headquartered in Lincolnshire, Illinois, USA, with a workforce of 10001+ employees. Its website is https://www.zebra.com.