Director of Sales - Key Accounts (Remote)

Zebra Technologies•Washington, DC

6d•$153,680 - $230,520•Remote

About The Position

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. The Director of Sales oversees the performance of Senior Account Managers and Account Manager Executives, focusing specifically on a large strategic global account, by ensuring the achievement of sales targets and fostering a high-performance culture. As a leader, the Director is recognized as an exceptional coach, dedicated to fostering the success of their team. They possess a deep understanding of Zebra's product portfolio and competitive positioning, enabling them to not only drive results but also mentor their team in achieving similar success. Embodying the "One Zebra" philosophy, the Director prioritizes the organization's collective goals over individual achievements. Key responsibilities include setting operational objectives, developing sales strategies, and delegating assignments to subordinates. The role also involves shaping and implementing policies that impact immediate operations and potentially have broader regional or company-wide implications. The Director is accountable for managing budgets, schedules, work plans, and performance standards, exercising full oversight over costs, methods, and staffing. As a strategic thinker, the Director brings innovative go-to-market strategies and operational practices that deliver measurable results. They are regarded as an industry expert by colleagues, customers, and competitors alike, serving as a valuable resource to business unit general management. Additionally, they play a critical role in developing both annual and long-term business unit plans. This remote role must be based in the US, near/around a major airport with the ability to travel 50%. Preferred locations include Boston, Seattle, or Nashville.

Requirements

Bachelor’s degree required
10 + years of B2B sales experience
At least 5 + years of direct sales management experience leading the strategy and direction of executive-level reps to succeed within a large complex customer account
Must be familiar with Amazon (people, buying processes, etc) either having sold into Amazon or worked directly for Amazon if external; willing to be flexible on this for internal applicants
Experience selling technology solutions
Demonstrated ability to influence, communicate with and grow C-level relationships with customers and internal leadership/business units
Must be based in the US, near/around a major airport with the ability to travel 50%. Preferred locations, include Boston, Seattle, Nashville

Nice To Haves

Retail, eCommerce or SaaS (Software as a Service) experience strongly preferred
Experience developing sales roadmaps
The ability to strategically support sales reps with closing complex sales deals
Ability to develop Zebra technical solutions to ensure ongoing relevancy in the technology market
Proven leadership/ability to manage a team
Must be comfortable with change and possess the ability to work in a fast-paced, high-pressure environment

Responsibilities

Develop and execute strategic sales plans to achieve company objectives and revenue targets.
Plan, implement, and manage Zebra’s sales strategy while adapting to market trends and competitive landscapes.
Integrate persona-based prospecting to tailor sales approaches that resonate with different customer profiles by identifying, reaching, and influencing key decision-makers, influencers, and stakeholders within targeted retail prospects.
Lead, mentor, and inspire a high-performing sales team, including Sales Managers and Senior Sales Managers, to achieve individual and collective sales goals.
Develops Guidance for Others; sets strong precedent for innovation and personal expertise in developing creative ideas, solutions, method and techniques; accountable for decisions that have a direct impact on Zebra overall
Assess team performance and potential leaders and foster development through established programs, mentoring, and individualized growth areas.
Expertise in change management, effectively leading and guiding the sales team through transformations affecting the business, both internally and externally, and possess the ability to manage transitions smoothly, ensuring minimal disruption while maximizing opportunities for growth and success
Lead team with a customer-first approach by identifying desired outcomes and value drivers, presenting tailored solutions, co-developing success plans, and ensuring ongoing alignment on KPI goals and progress to create shared value.
Create and communicate sales goals and ensure C-level executives are informed on the progress of those goals.
Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs.
Meet or exceed annual sales targets and ensure alignment with regional/territory goals.
Responsible for harnessing the power of Salesforce CRM to enhance sales processes and drive revenue growth, effectively utilize Salesforce’s robust features to analyze sales data, identify trends, and develop actionable insights. Utilize data analytics to assess sales performance, identify trends, and implement strategies for improvement.
Collaborate with sales operations and finance teams to develop accurate sales forecasts and plans.
Monitor performance against accurate sales forecast, monitor performance and implement adjustments as needed.
Solves complex problems, including highly intricate ones that require unique solutions, such as integrating multiple technologies impacting various Zebra businesses, while also anticipating and resolving issues and initiating actions to prevent future problems.
Stay informed about industry trends, customer needs, and competitor activities, utilizing insights to adapt sales strategies and maintain a competitive edge.
Provide valuable input to product development based on market demands and customer feedback.
Work closely with impact teams, including but not limited to product development, sales engineering, specialist teams, customer success and support, marketing, finance, sales operations, and sales operations teams to ensure alignment of sales efforts with overall business objectives.
Provide valuable input to product development based on market demands and customer feedback.