Senior Account Manager - Federal System integrators (Remote DC)

Federal Government Sales Representative

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 a 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 a 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.

Takes ownership of new product, services, and / or solutions sales for assigned US Federal Government System Integrators and / or Aerospace and Defense Contractors. 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.

Must reside in the US. ~ 50% travel will be expected for this remote opportunity. The ideal candidate will be based in / around (or within a reasonable commutable distance to) Washington, DC, however willing to consider talent anywhere within the US.

Responsibilities :

Knowledge / Expertise

Previous experience selling with / to Federal System Integrators and / or Aerospace and Defense Contractors

Knowledge of Federal Government contracts and buying processes

Ability to sell to and sell through assigned account base

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

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

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

Qualifications :

Minimum Qualifications :

Bachelors or equivalent experience

5 + years of selling technical solutions to US Federal Government System Integrators with a preference to include Aerospace and Defense contractors (willing to be flexible on government sales experience for internal applicants)

Must reside in the US. The ideal candidate will be based in / around (or within a reasonable commutable distance to) Washington, DC however willing to consider talent anywhere.

Preferred Qualifications :

Experience selling mobile technology solutions (handhelds, printers, tablets) a strong differentiator

Knowledge of Federal Government contracts and buying processes

Ability to sell to and sell through assigned account base

Robust network of contacts in the industry

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