Zebra Technologies
Senior Federal Account Manager - Federal System Integrators (Remote DC)
Zebra Technologies, Washington, District of Columbia, us, 20022
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.Takes ownership of new product, services, and/or solutions sales for assigned US Federal Government System Integrators. Develops and executes sales strategy for assigned Federal Government 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. Develops and executes sales strategies for new products, services and solutions with minimal input from manager for a higher level of financial responsibility; proactively sells solutions independently or in conjunction with Zebra's broader product portfolio. 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 remote role must reside in the US, near/around Washington, DC metro area ideally, however there is flexibility with location. Travel ~ 50%.
Responsibilities:Knowledge/Expertise
Must have prior Federal Systems Integrator experienceKnowledge of DoD or Fed Civilian Departments is a plusUnderstanding of Federal Government contracting and budgeting processesAbility to manage sell through, sell to and program business within named accountsWorking knowledge of and active contacts within the Federal partner, System Integrator, ISV and end user ecosystemDevelops strategic plans and relationships within named account baseTechnical Skills - Uses advanced solutions knowledge to competitive advantageKnowledge of Zebra - Provides input into development of business products/services; understands and follows multi-business protocolsSales Skills - Develops and adapts advanced sales strategies to unique customer needs; creates customer partnershipsBusiness 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 competitionMarket/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 (e.g., unique applications of existing technologies) that are used across the business in similar situationsRole in Addressing Problems - Leads problem resolution, identifies appropriate resources, develops contingency plansComplexity 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 techniqueTakes Direction From - Manager and Other Business Leaders
Customer Interface
Role - Often leads semi-formal teams, must be a consistent and primary interface for Zebra at the end customerLevel of Customer Contact - Multiple decision makers and influencers for large deals with complexity, must constantly communicate with the channel partnersMain Level of Interaction - Leads negotiations on complex deals which may be primarily technical, financial or bothRequired Knowledge of Customer - Industry strategies and customer positioning; customer financials and business driversActive participation in Department of Defense industry events and activities
Accountability
Business and Financial Impact - Responsible for revenue attainment, margins where appropriate, and personal expensesRelative Size and Scope - Average to high individual quota for business in like roles or strategic growth potential to be there within a yearTypes of Projects - Moderately complex deals with a few large, complex dealsStrategic Impact for Zebra - High in near termAccurate, timely and complete sales reporting and forecasts
Qualifications:Minimum Requirements:Bachelors or equivalent experience5 + years of selling technical solutions to US Federal Government agenciesMust have experience with Federal System Integrators **Please ensure resumes submitted clearly showcase this experience)Must reside in the US, near/around Washington, DC metro area ideally, with the ability to travel ~ 50%Preferred Qualifications:Knowledge of government contracts/budgeting highly sought afterKnowledge of Sell To and Sell ThruExperience selling mobile technology solutions (handhelds, printers, tablets) a strong differentiatorMust be comfortable selling in a highly technical environment and possess sophisticated technical comprehensionDemonstrated ability to develop and adapt advanced sales strategies to unique customer needs and advance partner relationshipsUses advanced domain/solutions knowledge to competitive advantageDevelops and adapts advanced sales strategies to unique customer needs; creates customer partnershipsOften leads others in their development; provides input to policies and practices#LI-RemoteZebra 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 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
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.pdfConozca sus Derechos:https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRightsSp_10_20.pdfWe 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 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:
USD 93000.00 - USD 139600.00 Yearly
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.
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.#J-18808-Ljbffr
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.Takes ownership of new product, services, and/or solutions sales for assigned US Federal Government System Integrators. Develops and executes sales strategy for assigned Federal Government 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. Develops and executes sales strategies for new products, services and solutions with minimal input from manager for a higher level of financial responsibility; proactively sells solutions independently or in conjunction with Zebra's broader product portfolio. 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 remote role must reside in the US, near/around Washington, DC metro area ideally, however there is flexibility with location. Travel ~ 50%.
Responsibilities:Knowledge/Expertise
Must have prior Federal Systems Integrator experienceKnowledge of DoD or Fed Civilian Departments is a plusUnderstanding of Federal Government contracting and budgeting processesAbility to manage sell through, sell to and program business within named accountsWorking knowledge of and active contacts within the Federal partner, System Integrator, ISV and end user ecosystemDevelops strategic plans and relationships within named account baseTechnical Skills - Uses advanced solutions knowledge to competitive advantageKnowledge of Zebra - Provides input into development of business products/services; understands and follows multi-business protocolsSales Skills - Develops and adapts advanced sales strategies to unique customer needs; creates customer partnershipsBusiness 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 competitionMarket/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 (e.g., unique applications of existing technologies) that are used across the business in similar situationsRole in Addressing Problems - Leads problem resolution, identifies appropriate resources, develops contingency plansComplexity 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 techniqueTakes Direction From - Manager and Other Business Leaders
Customer Interface
Role - Often leads semi-formal teams, must be a consistent and primary interface for Zebra at the end customerLevel of Customer Contact - Multiple decision makers and influencers for large deals with complexity, must constantly communicate with the channel partnersMain Level of Interaction - Leads negotiations on complex deals which may be primarily technical, financial or bothRequired Knowledge of Customer - Industry strategies and customer positioning; customer financials and business driversActive participation in Department of Defense industry events and activities
Accountability
Business and Financial Impact - Responsible for revenue attainment, margins where appropriate, and personal expensesRelative Size and Scope - Average to high individual quota for business in like roles or strategic growth potential to be there within a yearTypes of Projects - Moderately complex deals with a few large, complex dealsStrategic Impact for Zebra - High in near termAccurate, timely and complete sales reporting and forecasts
Qualifications:Minimum Requirements:Bachelors or equivalent experience5 + years of selling technical solutions to US Federal Government agenciesMust have experience with Federal System Integrators **Please ensure resumes submitted clearly showcase this experience)Must reside in the US, near/around Washington, DC metro area ideally, with the ability to travel ~ 50%Preferred Qualifications:Knowledge of government contracts/budgeting highly sought afterKnowledge of Sell To and Sell ThruExperience selling mobile technology solutions (handhelds, printers, tablets) a strong differentiatorMust be comfortable selling in a highly technical environment and possess sophisticated technical comprehensionDemonstrated ability to develop and adapt advanced sales strategies to unique customer needs and advance partner relationshipsUses advanced domain/solutions knowledge to competitive advantageDevelops and adapts advanced sales strategies to unique customer needs; creates customer partnershipsOften leads others in their development; provides input to policies and practices#LI-RemoteZebra 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 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
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.pdfConozca sus Derechos:https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRightsSp_10_20.pdfWe 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 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:
USD 93000.00 - USD 139600.00 Yearly
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.
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.#J-18808-Ljbffr