Software Solutions Sales Exec

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:

As a Software Solutions Sales Executive, you will focus on driving sales within the US East/Northeast region. Your primary responsibility will be to grow revenue by targeting net-new accounts while nurturing select existing relationships. The role is centered around key industries such as Retail, with additional focus on CPG and Manufacturing, Transportation & Logistics (MT&L). You will play a critical role in identifying customer needs and aligning them with the most suitable Workcloud solutions to deliver value and drive success for our clients. This is an individual contributor, hunter role with a specific sales target. Your ability to independently generate new business opportunities, close deals, and expand our customer base will be key to your success in this position. The main solutions you will represent include Zebra Prescriptive Analytics (ZPA), Reflexis and Workcloud Sync Solutions.

This remote role must reside in the US, specifically in the east region/states. Willing to consider talent near/around Chicago ~ 50-75% travel within the region to be expected.

• Responsible for developing and maintaining a healthy pipeline of new business opportunities to meet annual targets and defined objectives

• 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 ZPA (Zebra Prescriptive Analytics) and Reflexis Solutions for your Accounts/Region/Territory

• Collaborating with internal teams to deliver 100% customer satisfaction, improving opportunities for additional business growth

• 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

• Experience should include closing large, enterprise-wide annual recurring revenue contracts (ARR)

• Understanding Zebra's unique value propositions and how our solutions have delivered value for our customers

• Identifying, reaching and influencing key decision makers and all influencers and stakeholders within targeted retail prospects

• Building a consistently producing territory by taking targeted retailers from suspect to prospect to opportunity to customer to long-term year-over-year client

• Being in the field in front of prospects on a weekly basis

• Diligently seeking to align retailer priorities with Zebra solution outcomes and move projects to closure in a timely manner via a strong value selling orientation

• Holding prospects accountable to their part in moving forward to realize the created vision

• 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

• Maintain current knowledge of the company's solutions, industry compelling events, and competitive differentiators while making every interaction with a retailer world class

• Be a challenger - understand target client issues, needs and goals, and proactively educate and bring solutions to each discussion to deliver outcomes they desire.

Minimum Qualifications:

Bachelor's Degree or equivalent experience

8+ years in B2B Software Sales required

At least 3 years of enterprise sales managing complex sales cycles

Experience selling to B2B customers in the Retail vertical required Possess deep domain knowledge of retail operations required

Must reside in the US, specifically in the northeast region. ~ 50-75% travel to be expected.

Preferred Qualifications:

• Advanced degree preferred

• 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.

• Comfortable and skilled in virtual selling (as clients require in these times)

• Success selling high dollar multi-year deals with 6-12 months sales cycles

• Proven ability to penetrate non-customer accounts and to create a need where it may not exist

• Technical aptitude and strong desire to understand how our software empowers retailers

• A passion for selling value and an understanding that price is always a function of value

• Excellent verbal and written communication skills

• Strong business acumen to understand how, and why customers make buying decisions

• Appreciation and respect for working as part of a large team

• Solves complex problems which may require engagement across diverse client stakeholder needs at the C-level

• Builds a business case for change, determines and assembles the appropriate team to close deals.

• Operates with broad autonomy to make decisions that impact sales effectiveness and achievement.

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:

KnowYourRights\ screen\ reader\10_20.pdf

Conozca sus Derechos:

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:

$110,600.00 - $165,900.00 Annual

Incentive 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 ( .