Zebra
Senior Territory Development Manager (Remote Northern California)
Zebra, 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 reimagining the future – for our people, our customers, and the world.Let’s create tomorrow together.Come join our Territory Development Team and be part of Zebra’s strategy to support our mid-sized end users in a defined region. Participate as part of an impact team in identifying products and/or solutions that can benefit our customer's needs. Responsible for selling products or services to end user or channel partner accounts. Must be comfortable with scheduling travel and onsite meetings to solve customer challenges.This remote role must reside in the US within either Northern California or near/around Seattle, Washington. ~ 25-30% travel to be expected within Northern California, Washington and Oregon.
Responsibilities:Knowledge/Expertise
Technical Skills - Requires basic technical product knowledgeKnowledge of Zebra - Has solid understanding of Products/Services soldSales Skills - Understands Solution Selling concepts including sales process fundamentals, overcomes customer objections, and presents product characteristics (features/benefits)Managerial Skills - Understands where to turn for answersBusiness Acumen - Understands basics of customer needs and/or business and drivers of Zebra; has solid communication skills, both written and verbalMarket/customer Knowledge - Understands competitive strengths and weaknesses
Solution Complexity/Strategic Thinking
Nature of Problems Solved - Solves routine, simple problems (e.g., overcoming common objections)Role in Addressing Problems - Understands and responds with answers to customer's technical questionsComplexity of Solutions - Typically medium complexity (e.g., routine feature/benefit analysis) or higher complexity with Sales Engineer support
Freedom to Act
Level of Guidance - Makes decisions based on established practices/policies and within fairly well-defined parameters; proceeds independently and proactively on routine issues/problemsTakes Direction From - Supervisor and established practices and policies
Customer Interface
Role - Acts independently or as a team memberLevel of Customer Contact - End users responsible for hardware projects; retail management or influencers on larger teamsMain Level of Interaction - Leads the process or closing businessRequired Knowledge of Customer - Buying drivers and unique business challengesSchedule calls and onsite meetings with both partners and customer contacts
Accountability
Business and Financial Impact - Responsible for individual revenue attainment with established prices and personal expensesRelative Size and Scope - Obtainable individual quotas for the business overallTypes of Projects - Mostly mid-sized routine deals with support for larger dealsStrategic Impact for Zebra - Low/short-term
Qualifications:Requirements:
Bachelor’s degree or equivalent work experience2 + years of industry-related B2B sales experience selling offerings similar to Zebra's portfolioMust reside in the US within either Northern California or near/around Seattle, Washington. ~ 25-30% travel to be expected within Northern California, Washington and Oregon.Preferred Qualifications:
Experience selling to customers in Retail, Manufacturing, Transportation & Logistics highly preferred.Understanding of Solution Selling concepts and ability to overcome customer objections.Exceptional communication and presentation skills.Initiative-taking, energetic, strategic, and analytical approach.General technical understanding and enthusiasm for continuous learning.Display and promote Zebra's core values among peers.Strength in building relationships, ability to influence customers at all levels, and willingness to work cross-functionally as part of an impact team.Organizational skills and ability to prioritize tasks.Proficiency with Microsoft Excel, SFDC, and Microsoft BI is a plus.
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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 reimagining the future – for our people, our customers, and the world.Let’s create tomorrow together.Come join our Territory Development Team and be part of Zebra’s strategy to support our mid-sized end users in a defined region. Participate as part of an impact team in identifying products and/or solutions that can benefit our customer's needs. Responsible for selling products or services to end user or channel partner accounts. Must be comfortable with scheduling travel and onsite meetings to solve customer challenges.This remote role must reside in the US within either Northern California or near/around Seattle, Washington. ~ 25-30% travel to be expected within Northern California, Washington and Oregon.
Responsibilities:Knowledge/Expertise
Technical Skills - Requires basic technical product knowledgeKnowledge of Zebra - Has solid understanding of Products/Services soldSales Skills - Understands Solution Selling concepts including sales process fundamentals, overcomes customer objections, and presents product characteristics (features/benefits)Managerial Skills - Understands where to turn for answersBusiness Acumen - Understands basics of customer needs and/or business and drivers of Zebra; has solid communication skills, both written and verbalMarket/customer Knowledge - Understands competitive strengths and weaknesses
Solution Complexity/Strategic Thinking
Nature of Problems Solved - Solves routine, simple problems (e.g., overcoming common objections)Role in Addressing Problems - Understands and responds with answers to customer's technical questionsComplexity of Solutions - Typically medium complexity (e.g., routine feature/benefit analysis) or higher complexity with Sales Engineer support
Freedom to Act
Level of Guidance - Makes decisions based on established practices/policies and within fairly well-defined parameters; proceeds independently and proactively on routine issues/problemsTakes Direction From - Supervisor and established practices and policies
Customer Interface
Role - Acts independently or as a team memberLevel of Customer Contact - End users responsible for hardware projects; retail management or influencers on larger teamsMain Level of Interaction - Leads the process or closing businessRequired Knowledge of Customer - Buying drivers and unique business challengesSchedule calls and onsite meetings with both partners and customer contacts
Accountability
Business and Financial Impact - Responsible for individual revenue attainment with established prices and personal expensesRelative Size and Scope - Obtainable individual quotas for the business overallTypes of Projects - Mostly mid-sized routine deals with support for larger dealsStrategic Impact for Zebra - Low/short-term
Qualifications:Requirements:
Bachelor’s degree or equivalent work experience2 + years of industry-related B2B sales experience selling offerings similar to Zebra's portfolioMust reside in the US within either Northern California or near/around Seattle, Washington. ~ 25-30% travel to be expected within Northern California, Washington and Oregon.Preferred Qualifications:
Experience selling to customers in Retail, Manufacturing, Transportation & Logistics highly preferred.Understanding of Solution Selling concepts and ability to overcome customer objections.Exceptional communication and presentation skills.Initiative-taking, energetic, strategic, and analytical approach.General technical understanding and enthusiasm for continuous learning.Display and promote Zebra's core values among peers.Strength in building relationships, ability to influence customers at all levels, and willingness to work cross-functionally as part of an impact team.Organizational skills and ability to prioritize tasks.Proficiency with Microsoft Excel, SFDC, and Microsoft BI is a plus.
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