Director Software Solutions Sales (Remote - East Region)

Zebra Technologies • New York, NY

4d • $133,440 - $200,160 • Remote

About The Position

This role drives results by leading a high-performing software sales organization within Zebra's management framework. The Director will guide a team of software sales professionals, defining strategic objectives to capture and grow Annual Recurring Revenue (ARR). As an expert coach, you will enable your team to master Zebra's Workcloud software portfolio, articulate the value of our SaaS and on-premise solutions, and consistently win against the competition. This position requires a "One Zebra" mindset, prioritizing collective success and embodying our core values and culture.
You will establish operational objectives, develop comprehensive software sales plans, and delegate assignments to your team. This involves creating and executing policies that impact immediate sales operations and have a broader, region-wide effect. You will be responsible for managing budgets, schedules, work plans, and performance requirements for the software sales division.
As a proven strategic thinker, you will be expected to evolve our software go-to-market strategy and implement operational changes that deliver tangible results. You are considered an expert in the enterprise software industry and will act as a key resource for business unit leadership, contributing to the annual and long-term strategic plans.
This remote role must reside in the US, specifically the eastern region. 60-70% travel to be expected.

Requirements

• Bachelor’s degree required
• 15 + years of software and enterprise application selling experience, specifically solution and value-based selling
• 5 + years of direct sales management experience leading the strategy and direction of executive-level reps to succeed
• Demonstrated ability to influence, communicate with and grow C-level relationships with customers and internal leadership/business units
• Collaborative mindset to work cross-functionally
• Proven track record of acting as an active 'culture carrier'—not only personally embodying our core values but actively coaching, mentoring, and holding direct reports accountable to translating those values into their daily work and team dynamics
• Must be based in the US within the eastern region/states. 60-70% travel to be expected as business dictates

Nice To Haves

• Advanced degree preferred
• Competency in AI tools
• Experience developing sales roadmaps
• Dynamic: highly adaptable with a proven ability to successfully navigate shifting project requirements, reprioritize tasks under compressed timelines, and guide direct reports through transitions with minimal disruption
• 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
• Must be comfortable with change and possess the ability to work in a fast-paced, high-pressure environment

Responsibilities

• Possesses deep expertise in enterprise software architecture, cloud platforms (e.g., AWS, Azure), and SaaS business models. Guides the development of integrated Zebra software solutions.
• Shapes the strategic direction for a significant portion of Zebra's software business, ensuring alignment across multiple product lines and business units.
• Demonstrates proven leadership in software sales. Helps define and instill the value-based and solution-selling skills required for success in complex, enterprise software sales cycles.
• Creates and refines sales processes and policies tailored to the software development lifecycle and agile go-to-market strategies.
• Possesses a forward-looking perspective on the software industry, adjusting business models to capitalize on emerging trends (e.g., AI, IoT, data analytics) and ensure long-term, sustainable growth. Develops software solutions that address future customer and industry needs.
• Collaborates with customers to pioneer market-changing software and data strategies, leveraging Zebra's technology to create a competitive advantage.
• Solves highly complex business challenges requiring unique software solutions, such as the integration of multiple software platforms, custom API development, and enterprise-wide data management strategies.
• Proactively anticipates and resolves technical and business roadblocks in the sales cycle. Initiates actions to prevent future issues and ensures customer success.
• Architects high-complexity, often unprecedented software solutions that may span multiple regions and require deep integration with customer legacy systems.
• Develops strategic guidance for the software sales organization, setting a strong precedent for innovation, creativity, and technical expertise. Accountable for decisions that have a direct and significant impact on Zebra's software revenue and market position.
• Manages sales managers and senior software sales personnel handling the most complex and strategic customer accounts.
• Engages with C-suite executives, including CIOs, CTOs, and VPs of Technology, to drive strategic alignment and adoption of Zebra's software platforms.
• Defines the strategic customer engagement model for Zebra's top software accounts, setting the stage for long-term partnerships and success.
• Understands the customer's future technology roadmaps, digital transformation initiatives, and key business priorities to position Zebra's software as a critical solution.
• Directly controls the business outcomes for the software sales organization. Responsible for achieving revenue targets, managing margins, and controlling expenses, with a key focus on growing subscription-based revenue (ARR/MRR).
• Leads the most complex, high-value software deals that are critical to the success of the business.
• High impact on near, mid, and long-term software strategy and market share growth.

Benefits

• healthcare
• wellness
• inclusion networks
• continued learning and development offerings
• community service days
• traditional insurances
• compensation
• parental leave
• employee assistance program
• paid time off offerings

What This Job Offers

• Job Type: Full-time
• Career Level: Director