State & Local Government Senior Account Manager

Zebra Technologies•Holtsville, NY

2d•$95,920 - $143,880•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. What We're Looking For: Takes ownership of new product, services, and/or solutions sales for assigned State and Local Government (SLED) end-user account(s). Develops and executes sales strategy for assigned State and Local account(s) with manager’s input; develops strong relationships with key customer contacts and leverages to Zebra’s advantage; creates and delivers high impact sales presentations and capable of product training; often used for those with strong technical background but limited sales experience. Develops and executes sales strategies for new products, services and solutions with minimal input from manager for a higher level of financial responsibility; proactively sells solutions independently or in conjunction with Zebra's broader product portfolio. As required, leverages relationships with other business units and/or external partners to deliver solution; Develops strong relationships with key decision makers and influencers; Initiates and leads customer presentations and value proposition creation.

Requirements

Bachelor’s or equivalent experience
5 + years of selling technical solutions within the SLED (State, Local and Education) industry with specific experience in Public Safety (First Responders, Law Enforcement and Fire/EMS)
Must reside within the Northeast United States
Must be able to travel approximately 50% of the time
Uses moderate domain/solutions knowledge
Utilizes solid understanding of all Products/Services in business
Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
Understands policies and practices related to role and shares ideas for improvement
Understands and explains how Zebra solutions can help customer's business results; obtains profitable revenue growth via value proposition vs. competition
Uses full knowledge of customer's business and market economics/trends to position effectively versus competition
Relevant experience selling Mobile Technology to Public Safety and Local Government
Solves routine problems of moderate complexity (e.g. verifying technical compatibility) at the customer level
Understands and resolves problems with support from technical resources
Typically medium complexity (e.g. value proposition vs. competition), but may have some complex projects that require unique coordination of technical resources
Works under general supervision.
Makes decisions of moderate complexity that impact deliverables of projects; exercises judgment in approach, sometimes requiring and assessing tradeoffs
Takes Direction From - Group Manager and Directors
Acts independently or as a team lead for ad-hoc teams
Responsible for influencing the customer to purchase moderate size projects
Understands operational strategies for success and competitors
Responsible for individual revenue attainment with established prices and personal expenses
Moderate to average individual quota size for business and like roles
Many transactions with some moderately complex deals
Medium/mid-term strategic impact for Zebra

Nice To Haves

Experience selling mobile technology solutions (handhelds, printers, tablets) a strong differentiator
Must be comfortable selling in a highly technical environment and possess sophisticated technical comprehension
Demonstrated ability to develop and adapt advanced sales strategies to unique customer needs and advance partner relationships
Uses advanced domain/solutions knowledge to competitive advantage
Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
Often leads others in their development; provides input to policies and practices

Responsibilities

Takes ownership of new product, services, and/or solutions sales for assigned State and Local Government (SLED) end-user account(s).
Develops and executes sales strategy for assigned State and Local account(s) with manager’s input.
Develops strong relationships with key customer contacts and leverages to Zebra’s advantage.
Creates and delivers high impact sales presentations and capable of product training.
Develops and executes sales strategies for new products, services and solutions with minimal input from manager for a higher level of financial responsibility.
Proactively sells solutions independently or in conjunction with Zebra's broader product portfolio.
Leverages relationships with other business units and/or external partners to deliver solution.
Develops strong relationships with key decision makers and influencers.
Initiates and leads customer presentations and value proposition creation.