at Zebra Technologies in Lincolnshire, Illinois, United States
Job Description
Remote Work: Yes
Overview:
At Zebra, we are a community of innovators who come together to create new ways of working to make everyday life better. United by curiosity and care, we develop dynamic solutions that anticipate our customer’s and partner’s needs and solve their challenges. Being a part of Zebra Nation means being seen, heard, valued, and respected. Drawing from our diverse perspectives, we collaborate to deliver on our purpose. Here you are a part of a team pushing boundaries to redefine the work of tomorrow for organizations, their employees, and those they serve. You have opportunities to learn and lead at a forward-thinking company, defining your path to a fulfilling career while channeling your skills toward causes that you care about – locally and globally. We’ve only begun reimaging the future – for our people, our customers, and the world. Let’s create tomorrow together. Engagement Manager (EM) is responsible for bringing the solution sales strategy to named end users in the Manufacturing, Transportation & Logistics (MT&L) vertical. In this role, the person would co-own the pursuit process working with the assigned account(s) managers (AM) and internal pursuit support teams across cross functional disciplines for solution architecture design, delivery, product specialists, pricing and legal for contract vehicles. This role will mainly focus on RTLS/RFID solutions that drive asset and personnel tracking. The Engagement manager develops and executes sales strategy using solution sales strategies based on ROI investment impact to end user. The EM will be required to use their advanced knowledge of the solutions and competitors with key customer contacts to leverage to Zebra’s advantage; creates and delivers high impact sales presentations and conducts ROI benefit analysis based on workflow impacts. The EM is considered a Zebra-wide expert for advanced and complex solutions sales that use Master Service Agreements and Statement of Work contract vehicles. in the markets responsible for. Proactively establishes a pursuit team strategy, including direct guerilla-style marketing / business plans and key messaging for solutions with minimal managerial input. This includes setting account penetration plans and objectives with AM. Often prepares and delivers industry changing presentations to customer trade organizations. Considered an industry wide expert for advanced and complex products/solutions in the markets responsible for. Works with product development to create next generation of solutions and services related to their area of expertise. Able to manage multiple pursuits and paths to meeting assigned quota bookings and revenue forecasts. This is a remote role that must reside in the US near a major airport. National travel (~ 50%) is to be expected. Please ensure resumes submitted clearly reflect RFID/RTLS experience.Responsibilities:
+ Knowledge/Expertise
+ Technical Skills – Helps develop Zebra technical solutions; expert in some areas
+ Knowledge of Zebra – Helps create Business/Industry products/services strategy, often crossing multiple businesses
+ Sales Skills – Leads teams in development of advanced solution selling concepts and partnership creation; proven sales success only
+ Managerial Skills – Full knowledge of all relevant business policies and practices; strong ability to energize and lead others
+ Business Acumen – Conducts root cause analysis and improves long term profitability in a variety of situations; a S.W.O.T. expert; anticipates future customer needs
+ Market/customer Knowledge – Applies both strategic and tactical understanding of markets to ensure Zebra wins in the marketplace
+ Solution Complexity/Strategic 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 often crosses 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 manages sales personnel
+ Level of Customer Contact – Highest level of decision makers on largest and most complex systems
+ Main Level of Interaction – Defines project customer interface and assists teams on largest deals
+ Required Knowledge of Customer – Industry direction and customer strategic business plan for future
+ Accountability
+ Business and Financial Impact – Manages 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 managed 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:
Minimum Qualifications:+ Bachelor’s Degree or equivalent experience
+ 8 + years of B2B sales experience selling RFID/RTLS technology * Please ensure resumes submitted clearly reflect RFID/RTLS experience.*
+ Must reside in the US near a major airport. National travel (~ 50%) is to be expected.
Preferred qualifications:+ Experience with the Manufacturing, Transportation & Logistics (MT&L) vertical highly preferred
+ Must be comfortable selling in a highly technical environment and possess sophisticated technical comprehension
+ Proven track record of getting to C-level/decision-makers a strong differentiator
+ Stellar communication skills
+ Ability to collaborate with other sellers as well as work cross-functionally with internal teams
Zebra is an equal opportunity/affirmative action employer committed to a diverse and inclusive workplace All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, national origin, disability and protected veteran status or any other basis prohibited by law. If you are an individual with a disability and need assistance in applying for a position, please contact us at workplace.accommodations@zebra.com. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Know Your Rights: https://www.eeoc.gov/sites/default/files/2022-10/EEOC\KnowYourRights\screen\_reader\10\20.pdf Conozca sus Derechos: https://www.eeoc.gov/sites/default/files/2022-10/22-088\EEOC\KnowYourRightsSp\10\20.pdf We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. Zebra is a federal contractor and is committed to an alcohol and drug free workplace. As a result, all U.S. based employees are subject to the Drug and Alcohol Free Workplace Policy and Procedure.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
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