Software Sales 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 Software Sales Specialist will lead the coordination of multifunctional teams to identify, develop, drive, and close mobile applications and vertical software solutions opportunities throughout the sales process. The role will execute the solution specific one-to-one account based marketing and account growth plans with the account teams and engagement managers. Critical to the success of this role will be the ability to demonstrate Zebra’s solution approach in C-level customer engagement while closing business as well as a thorough understanding of the mobile application ecosystem. The role will manage pipeline and forecasting (with account teams and engagement managers) for all mobile application and vertical solution opportunities in North America as well as communicate with the Services business unit for capacity and skill planning. Additionally, responsibilities include managing and coordinating where we apply Solution Architects and when to engage Services Project Managers to scope/plan delivery.

* Be a trusted advisor to customer and the internal sales team * Identify explicit/implicit customer problems, needs & initiatives * Develop sales strategy and account plan jointly with Key Account Manager and Engagement Manager * Be an expert on Zebra’s software and services portfolio * Build ROI for potential projects * Develop local partnerships and overall ecosystem for solutions offerings * Lead and coordinate multi-functional teams including: * Internal: sales, finance, solutions architects, product, engineering and legal * External: IT vendors, IT solutions providers, integrators, carriers, and channel partners * Develop winning proposal: Lead multi-functional teams in the development of fully costed proposals for complex technical solutions * Work with key stakeholders to support and drive solution within the customer organization * Proactively engage internal executive sponsors to develop strategic customer relationships * Document reference architectures, best practices and lessons learned for future opportunities

* 7+ yrs. working experience in multi-technology customer solutions * Understanding of mobile application development lifecycle * Strategic account planning experience required * Bachelor’s degree required; MBA and/or advanced degree preferred * Experience in leading sales and developing SOW based proposals for complex technology or service projects * Must have excellent relationships with senior leadership of IT vendors, IT solutions providers, integrators, and customers in the marketplace * Trained in industry known Solution Sales skills/methods * Experience in developing ROI models for technology projects * Excellent presentation skills required * Strong verbal and written skills; fluency in English