Remote Work: Hybrid
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 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.
Come make an impact every day at Zebra.
Takes ownership of new product, services, and/or solutions sales for assigned end-user account(s) or territory. Develops and executes sales strategy for assigned account(s) or territory 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.
Responsibilities:
Knowledge/ExpertiseTechnical Skills - Uses moderate domain/solutions knowledgeKnowledge of Zebra - Utilizes solid understanding of all Products/Services in businessSales Skills - Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skillsManagerial Skills - Understands policies and practices related to role and shares ideas for improvementBusiness Acumen - Understands and explains how Zebra solutions can help customer's business results; obtains profitable revenue growth via value proposition vs. competitionMarket/customer Knowledge - Uses full knowledge of customer's business and market economics/trends to position effectively versus competitionSolution Complexity/Strategic ThinkingNature of Problems Solved - Solves routine problems of moderate complexity (e.g. verifying technical compatibility) at the customer levelRole in Addressing Problems - Understands and resolves problems with support from technical resourcesComplexity of Solutions - Typically medium complexity (e.g. value proposition vs. competition), but may have some complex projects that require unique coordination of technical resourcesFreedom to ActLevel of Guidance - Works under general supervision. Makes decisions of moderate complexity that impact deliverables of projects; exercises judgment in approach, sometimes requiring and assessing tradeoffsTakes Direction From - Group Manager and DirectorsCustomer InterfaceRole - Acts independently or as a team lead for ad-hoc teamsLevel of Customer Contact - Buyers/decision makers for small and mid-sized deals and end usersMain Level of Interaction - Responsible for influencing the customer to purchase moderate size projectsRequired Knowledge of Customer - Operational strategies for success and competitorsAccountabilityBusiness and Financial Impact - Responsible for individual revenue attainment with established prices and personal expensesRelative Size and Scope - Moderate to average individual quota size for business and like rolesTypes of Projects - Many transactions with some moderately complex dealsStrategic Impact for Zebra - Medium/mid-term
Qualifications:
Bachelors or equivalent experience2-5 years of applicable work experienceUses moderate domain/solutions knowledgeApplies Solution Selling concepts to customer situations; excellent communication and interpersonal skillsUnderstands policies and practices related to role and shares ideas for improvementPreferred Qualifications:
Key Competencies:
Solution-Oriented Approach: The ability to propose advanced purchasing models like blanket orders or the Supplies Management Program.
Long-Term Relationship Building: Creating "stickiness" through convenience and security, making price a secondary factor.
Proactive Thinking: Anticipating customer needs so they never run out of stock, ensuring a recurring and predictable revenue stream.
Strategic Vision for Cross-SellingThe SDR must see the sale of supplies as a gateway to larger opportunities.
Key Competencies:
Active Listening: Using conversations about supplies to detect signals of need for new hardware (obsolete printers, manual processes, etc.).
Business Acumen: Understanding that their role is to connect the customer to Zebra's entire ecosystem, not just sell their product.
Communication with Other Teams: The ability to pass qualified hardware leads to the appropriate sales team.
Key Competencies:
Autonomy and Curiosity: The ability to self-educate using platforms like the Zebra Supplies Knowledge Platform and the Supplies eBook.
Internal Collaboration: Knowing when and how to involve the Zebra Quoting Team to expedite complex quotes.
Strategic Use of Incentives: Actively proposing the Free Custom Label Trial Fund as a tool to eliminate customer risk and close the sale
Consultative and Technical Selling
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