This role takes ownership of assigned end-user accounts or territories, developing and executing sales strategies with manager input. It involves developing strong relationships with key customer contacts, creating high-impact sales presentations, and delivering product training. The ideal candidate has a strong technical background and limited sales experience or strong sales skills with limited product/market understanding. Responsibilities include:
• Knowledge/Expertise:
• Technical Skills: Uses advanced domain/solutions knowledge to competitive advantage
• 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
• Market/customer Knowledge: Acts as a resource to customers based on intimate knowledge of relevant industries and needs
• Solution Complexity/Strategic Thinking:
• Nature of Problems Solved: Solves complex problems which may require unique solutions 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
Qualifications include a Bachelor's degree or equivalent experience, 5-8 years of applicable work experience, and the ability to develop and adapt advanced sales strategies to unique customer needs.
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