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:
Overview:This Solutions Sales role is part of the Software Solutions Sales Team. This team is the focal point for driving our Strategic Solutions into our key customers and partners within the Retail, Manufacturing, Transport & Logistics, and Hospitality verticals. This role is responsible for achieving sales success and market penetration to deliver growth. Selling directly to end-users and via channels, this position will focus on new business sales within their assigned accounts and Region/Territory.
Ideally resides in the Western U.S. with the ability to travel ~ 50%
Responsibilities:
Responsible for developing and maintaining a healthy pipeline of new business opportunities to meet annual targets and defined objectives
Leading internal teams in development of advanced solution selling concepts and partnership creation to win new customers
Leading all aspects of the sales cycle in your target accounts. This includes solution development, deal term negotiation, and contract closing process
Being an expert in all things Workcloud Solutions for your Accounts/Region/Territory
Effectively handling contracts and agreements, making sure that expectations are established, communicated, and met
Meet and exceed individual quotas for contracts and revenue by closing multi-year cloud contracts
Displaying business acumen to anticipate future customer needs – applying both strategic and tactical understanding of markets to ensure Zebra wins in the marketplace.
Identifying, reaching, and influencing key decision makers and all influencers and stakeholders within targeted retail prospects
Ability to solve complex problems which may require unique solutions which are used across geographies, industries, etc.
Diligently seeking to align customer priorities with Zebra solution outcomes and move projects to closure in a timely manner via a strong value selling orientation
Work in a collaborative team-based selling model with other Zebra sales reps, Business Development Reps, Solution Consultants, Value Engineers, Executives, Partners, Marketing and Customer Success
Determines and pursues courses of action essential in obtaining desired outcomes.; operates with broad autonomy to make decisions that impact sales effectiveness and will help meet or hinder a business in meeting objectives
Understanding Zebra’s unique value propositions and how our solutions have delivered value for our customers
Be a challenger – understand target client issues, needs, and goals, and proactively educate and bring solutions to each discussion to deliver outcomes they desire.
Qualifications:
Minimum:
Bachelor's or equivalent experience
8+ years Enterprise Software Sales experience
Experience with B2B SaaS solution sales including Retail, Banking, Healthcare, MT&L, or Hospitality verticals
Ideally resides in the Western U.S with the ability to travel ~ 50%
Preferred:
Experience in Retail and Supply Chain solutions
Exhibiting personal credibility to enable the person to be a true partner to C-level executives and in the field. Responsible for developing relationships and closing opportunities with leading brands.
Able to evidence a consistent track record of selling high value multi-year recurring SaaS transactions, demonstrating a tenacious and curious personality to get to the root of customer expectation and needs.
Success selling high dollar multi-year deals with 6-12 months sales cycles
Desire to grow into a sales team leadership role
A passion for selling value and an understanding that price is always a function of value
Equal Opportunity Employer:
Zebra is an equal opportunity employer. All qualified applicants 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 [email protected].
Know Your Rights:
https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf
Conozca sus Derechos:
https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRightsSp_10_20.pdf
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
Pay Range:
$112,800.00 - $169,200.00 AnnualIncentive Compensation:
In addition to base pay, Zebra offers this role an opportunity to earn variable compensation in the form of commission for achieving quota, at 100% , in accordance with the terms of the applicable sales incentive plan.Zebra Total Rewards:
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 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.
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.
Skills Required
- Bachelor's degree or equivalent experience
- 8+ years of enterprise software sales experience
- B2B SaaS solution sales experience in Retail, Banking, Healthcare, Transport and Logistics, or Hospitality
- Residence in the Western United States with ability to travel approximately 50%
- Experience with retail and supply chain solutions
- Experience partnering with C-level executives and closing opportunities with leading brands
- Consistent track record selling high-value, multi-year recurring SaaS transactions
- Success selling high-dollar, multi-year deals with 6–12 month sales cycles
- Desire to grow into a sales team leadership role
- Passion for value selling and understanding that price is a function of value
What We Do
Zebra empowers those on the front line in retail, health care, transportation and logistics, manufacturing and other industries to achieve a performance edge -- an edge that translates to delighted customers, good patient outcomes and superior business results. As the pioneer at the edge of the enterprise, our products, software, services, analytics and solutions are used to intelligently connect your people, assets and data. With decades of industry experience, we design with front-line users and workplaces in mind, providing the best-action guidance needed to optimize in-motion operations and make business-critical decisions. With over 10,000 partners across 100 countries, we are committed to delivering industry-tailored solutions that help our customers capture their edge.
