Senior Account Manager/Printer Specialist

Zebra builds tracking technology and solutions that generate actionable information and insight, giving companies unprecedented visibility into their businesses by giving physical things a digital voice. Zebra’s extensive portfolio of solutions give real-time visibility into everything from products and physical assets to people, providing very precise operational data not only about where things are, but what condition they are in.

The Vertical Account Manager reports to the VP/Director of Sales of Transportation & Logistics of Eastern North America, and will be part of the North America Eastern Transportation & Logistics Enterprise Sales team covering large customers. This is a highly successful team focused on the largest T&L accounts in the southeast.

* Generates revenue and profit margin for Zebra Technologies in assigned accounts and territories with the ability to generate between $1-$5 million in new revenue streams annually. Quotas may range from $6 million to $20 million+. * Works closely with a network of channel partners to ensure the successful marketing of Zebra. * Account penetration and development: conducts daily/weekly call campaigns that result in 5-10 face-to-face sales calls/appointments a week. * Planning: Needs to be a planner—have a plan, work the plan, re-evaluate the plan monthly, and revise it as necessary. Identifies high potential sales opportunities (with channel partners and Sales Manager) and prioritizes them. Build rapport and educates customer both with and without the use of internal and external resources. * Qualifying & Analysis: Leads and develops account strategy using customer’s growth plans, budget and project timelines. * Proposing & Closing: Submits and presents the customer with a finalized collaborative proposal with solutions, justifications and expected results to overcome objections and win the business with maximum revenue/margin. * Validating Value: Engages sales management to validate the business impact with the CXO level. * Commit Process: Understands and executes effectively the pipeline 2X, forecasting, and commitment to buy process –(95% to 110% accuracy). * Builds a Business Case: articulates Zebra message and provides an overview of Zebra products and services and works collaboratively with ISG when necessary. * Implementing: Oversees the implementation of the proposed solution by the integrated account team. * Follow-up: Insures high post sales satisfaction that enables repeat business with customers. * Team Work: Must be able to work in a virtual team setting to coordinate the appropriate resources to meet varying customer requirements. This will include technical architect resources, service sales personnel, order management, and product management. * Escalation: Must be able to elevate customer issues quickly and effectively within the various support channels of the company, to include service, product management, order processing and senior management. * Account Planning: Experience utilizing account planning tools such as SalesForce, Phifer, Holden, etc.

* Large Account Sales: Demonstrated successful track record selling to large accounts either established or prospecting for large new business or opportunities. Previous experience calling on and selling into CXO levels of large corporations is mandatory. Possesses a fundamental understanding of solution selling. * Channel Collaboration: Must have a proven track record of successfully managing and maintaining relationships with channel partners. Must be able to manage account activity with multiple partners. * Resource Utilization: Able to articulate experience managing multiple resources such as : Inside Sales, Channels, TA’s, Professional Services, etc. * 5-10 years selling in technology, hardware-related environment—preferably in a T&L environment. Candidates who have software and applications background, must have 2-3 years Value Added Reseller experience. Networking experience—selling through resellers is a plus. * Prior experience in relationship selling is required—especially with Partners and Channels. * Quota assignments of not less than $8-$20 million with successful demonstrated performance against quota assignments for multiple years. * Specific selling experience with identified named accounts and/or vertical markets.