Software Solutions Sales Exec

About the position

At Zebra, we are a community of innovators who come together to create new ways of working to make everyday life better. United by curiosity and care, we develop dynamic solutions that anticipate our customer's and partner's needs and solve their challenges. Being a part of Zebra Nation means being seen, heard, valued, and respected. Drawing from our diverse perspectives, we collaborate to deliver on our purpose. Here you are a part of a team pushing boundaries to redefine the work of tomorrow for organizations, their employees, and those they serve. You have opportunities to learn and lead at a forward-thinking company, defining your path to a fulfilling career while channeling your skills toward causes that you care about - locally and globally. We've only begun reimaging the future - for our people, our customers, and the world. This Solutions Sales role is part of the Software Solutions Sales Team. This team is the focal point for driving our Strategic Solutions into our key customers and partners within the Retail, Banking, Transport & Logistics verticals. This role is responsible for achieving sales success and market penetration to deliver growth. Selling directly to end-users and via channels, this position will focus on new business sales within their assigned accounts and Region/Territory.

Responsibilities

• 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, including 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, ensuring 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.

Requirements

• Bachelors or equivalent experience
• 8+ years Enterprise Software Sales experience
• Experience with B2B SaaS solution sales including Retail, Banking, Transportation & Logistics verticals
• Ability to travel ~ 50%

Nice-to-haves

• Ideally resides in the US on Mountain or Pacific time zones
• Exhibiting personal credibility to enable the person to be a true partner to C-level executives and in the field
• Able to evidence a consistent track record of selling high value multi-year recurring SaaS transactions
• Comfortable and skilled in virtual selling
• 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
• Strong business acumen to understand how, and why customers make buying decisions
• 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.

Benefits

• Healthcare
• Wellness programs
• Inclusion networks
• Continued learning and development offerings
• Community service days
• Traditional insurances
• Compensation
• Parental leave
• Employee assistance program
• Paid time off offerings