Senior Account Manager, Federal

Overview:

At Zebra, we are a community of innovators who come together to create new ways of working. United by curiosity and a culture of caring, we develop smart solutions that anticipate our customer’s and partner’s needs and solve their challenges.

Being part of Zebra Nation means you are seen, heard, valued, and respected. Drawing from our unique perspectives, we collaborate to deliver on our purpose. Here you are part of a team pushing boundaries today to redefine the work of tomorrow for organizations, their employees, and those they serve.

You’ll have opportunities to learn and lead in a forward-thinking environment, defining your path to a fulfilling career while channeling your skills toward causes you care about—locally and globally.

Come make an impact every day at Zebra.

What We're Looking For:

Takes ownership of assigned Federal Government end-user account(s); develops and executes sales strategy for assigned account(s) with manager’s input; develops strong relationships with key customer contacts and leverages to Zebra’s advantage; creates and delivers high impact sales presentations and capable of product training; often used for those with strong technical background but limited sales experience or strong sales with limited product/market understanding. Develops and executes sales strategies with minimal input from manager for a higher level of financial responsibility; proactively sells solutions encompassing a wide range of products or services; as required leverages relationships with other business units and/or external partners to deliver solution; Develops strong relationships with key decision makers and influencers; Initiates and leads customer presentations and value proposition creation.
This is a remote role and the candidate must reside in the US near/around Washington, DC metro or surrounding areas with the ability to travel ~ 50%.

Knowledge/Expertise

– 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. Previous experience selling into Federal Government, Civilian agency end users preferred. Previous focus on DoI, DoS, DoE, DHS preferred.

Solution Complexity/Strategic Thinking

– 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

Freedom to Act

– 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

Customer Interface

– 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

Accountability

– 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

Note: The statements herein are intended to describe the general nature and level of work being performed by employees, and are not to be construed as an exhaustive list of responsibilities, duties, abilities, and skills required of personnel so classified.

Minimum Requirements:

• Bachelors or equivalent experience

• 5 + years of selling technical solutions to US Federal Government agencies

• Preferred location in the US near/around Washington, DC metro or surrounding areas or within a Zebra office location with the ability to travel ~ 50%

Preferred Qualifications:

• Demonstrated success selling into and supporting key federal agencies, specifically the DoS, DoI, DHS, DoE

• Knowledge of government contracts/budgeting highly sought after

• Experience selling mobile technology solutions or(handhelds, printers, tablets) and/or RFID a strong differentiator

• Must be comfortable selling in a highly technical environment and possess sophisticated technical comprehension

• Demonstrated ability to develop and adapt advanced sales strategies to unique customer needs and advance partner relationships

• Uses advanced domain/solutions knowledge to competitive advantage

• Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships

• Often leads others in their development; provides input to policies and practices

• Understanding of government contracting rules and processes as well as industry hardware certifications is beneficial.

Equal Opportunity Employer:

Zebra is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, 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 [email protected].

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 essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Pay Range:

$95,920.00 - $143,880.00 Annual

Incentive Compensation:

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:

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.

Salary offered will vary depending on your location, job-related skills, knowledge, and experience.

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.

Job Posting Statement:

To protect candidates from falling victim to online fraudulent activity involving fake job postings and employment offers, please be aware our recruiters will always connect with you via @zebra.com email accounts. Applications are only accepted through our applicant tracking system and only accept personal identifying information through that system. Our Talent Acquisition team will not ask for you to provide personal identifying information via e-mail or outside of the system. If you are a victim of identity theft contact your local police department.

AI Technology Statement:

Zebra Technologies leverages AI technology to evaluate job applications using objective, job-relevant criteria. This approach enhances efficiency and promotes fairness in the hiring process. However, every decision regarding interviews and hiring is made by our dedicated team, because we believe people make the best decisions about people. For more on how we use technology in hiring and how we process applicant data, see our Zebra Privacy Policy.