Key Account Mgr Sr

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:

1. Strategic Account Leadership & Planning
Identify Strategic Account Strategy: Define and lead the long-term positioning and commercial path for key accounts.
Define Business Outcomes: Uncover and align customer business needs, approval-seeking decision-making processes, key success criteria, and budget expectations.
Map Dependencies & Risks: Proactively outline wider business dependencies, competitor landscapes, and routes to market (including partners and resellers).
Opportunity Management: Dispose of duplicate technology modernization opportunities to maintain clean pipeline hygiene.
2. Customer Relationship & Discovery Facilitation
Facilitate Communication: Serve as the central communication link internally within Zebra and externally with customer accounts.
Manage Stakeholders: Identify customer personas and establish strong relationships with key stakeholders up to the C-level (such as VP of Store Operations, VP of Innovation, and VP of Merchandising).
Set Executive Session Expectations: Set clear customer expectations for visioning and discovery sessions, managing input expectations and coordinating Zebra's deliverable outputs.
Executive Briefing Management: Act as the primary coordinator for customer executive briefings—communicating schedules, inviting customers, organizing virtual links or dining reservations, keeping agendas on track, and facilitating introductions and recaps.
3. Commercial Strategy & Cross-Functional Collaboration
Develop Commercial Strategies: Create pricing concessions and structure deals to maximize revenue and margin.
Forecasting and Reporting: Run business forecasting, performance reporting, and generate demo requests.
Liaise with Key Partners: Collaborate with application providers and determine if Channel Account Managers (CAMs) or partner ecosystems (such as Independent Software Vendors or System Integrators) should be integrated into strategic sales discussions.
Mobilize the Impact Team: Coordinate with specialized roles to support the account's modernization goals:
Sales Engineers (SE): To validate the Bill of Materials (BOM) and address technical questions.
Customer Success Executives (CSE): To analyze historical performance data and find opportunities for service upsells.
Deals Desk: To secure executive approvals and draft the Executive Briefing Approval Request (EBCR).

1. Strategic Account Leadership & Planning
Identify Strategic Account Strategy: Define and lead the long-term positioning and commercial path for key accounts.
Define Business Outcomes: Uncover and align customer business needs, approval-seeking decision-making processes, key success criteria, and budget expectations.
Map Dependencies & Risks: Proactively outline wider business dependencies, competitor landscapes, and routes to market (including partners and resellers).
Opportunity Management: Dispose of duplicate technology modernization opportunities to maintain clean pipeline hygiene.
2. Customer Relationship & Discovery Facilitation
Facilitate Communication: Serve as the central communication link internally within Zebra and externally with customer accounts.
Manage Stakeholders: Identify customer personas and establish strong relationships with key stakeholders up to the C-level (such as VP of Store Operations, VP of Innovation, and VP of Merchandising).
Set Executive Session Expectations: Set clear customer expectations for visioning and discovery sessions, managing input expectations and coordinating Zebra's deliverable outputs.
Executive Briefing Management: Act as the primary coordinator for customer executive briefings—communicating schedules, inviting customers, organizing virtual links or dining reservations, keeping agendas on track, and facilitating introductions and recaps.
3. Commercial Strategy & Cross-Functional Collaboration
Develop Commercial Strategies: Create pricing concessions and structure deals to maximize revenue and margin.
Forecasting and Reporting: Run business forecasting, performance reporting, and generate demo requests.
Liaise with Key Partners: Collaborate with application providers and determine if Channel Account Managers (CAMs) or partner ecosystems (such as Independent Software Vendors or System Integrators) should be integrated into strategic sales discussions.
Mobilize the Impact Team: Coordinate with specialized roles to support the account's modernization goals:
Sales Engineers (SE): To validate the Bill of Materials (BOM) and address technical questions.
Customer Success Executives (CSE): To analyze historical performance data and find opportunities for service upsells.
Deals Desk: To secure executive approvals and draft the Executive Briefing Approval Request (EBCR).

Benefits:

We understand the importance of work-life balance and wellbeing, which is why we offer flexibility for our teams including: hybrid work, adaptable hours, Summer Flex Fridays, Focus Fridays, and an annual companywide well-being day to promote revitalization and success.

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.