Account Manager Senior

Zebra; Sydney; Remote; AUD 120,000 - 180,000; Full time

Job summary

Zebra is seeking a Senior Account Manager to lead complex accounts, aligning solutions with client goals and driving strategic initiatives within our sales organization.

You will deepen industry knowledge, manage high-value relationships, mentor juniors, and lead negotiations while traveling up to 50% and supporting remote work.

A Bachelor's degree and 5+ years of experience are required; Salesforce.com experience is preferred.

Qualifications

• Broad knowledge of industry trends and customer challenges.
• Strong sales processes, negotiation, and closing skills.
• Ability to articulate technical solutions to non-technical stakeholders.
• Excellent verbal and written communication to influence clients.
• Problem solving with actionable, innovative solutions.
• Ability to manage multiple priorities and meet deadlines.

Responsibilities

• Develop and maintain deep understanding of Zebra products and solutions.
• Manage and grow relationships with high-value customers.
• Resolve intricate challenges with innovative, adaptable solutions.
• Achieve revenue targets while maintaining margins and expenses.
• Develop and present complex solutions with multiple products and partners.
• Mentor junior team members and share best practices.
• Lead negotiations for large-scale deals balancing needs and profitability.
• Coordinate with internal departments to deliver end-to-end solutions.
• Represent the organization at events and forums.

Skills

Industry Expertise

Sales Acumen

Technical Expertise

Communication Skills

Problem Solving

Time Management

Policy Knowledge

Data & AI insights

Adaptability

Consultative selling

Education

Bachelor's Degree

Tools

Salesforce.com

Job description

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:

The Account Manager, Senior is responsible for managing complex accounts and driving strategic initiatives within the sales function. This role requires advanced solution-selling skills, a deep understanding of customer industries, and the ability to influence high-level decision-makers. The Account Manager, Senior serves as a trusted advisor, delivering value-driven solutions that align with customer goals.

Essential Duties and Responsibilities:

• Develop and maintain a deep understanding of Zebra products, solutions, and technologies to effectively address customer needs and provide tailored recommendations
• Manage and grow relationships with high-value customers, ensuring alignment with their long-term business objectives
• Resolve intricate challenges that may demand innovative solutions, such as adapting existing technologies to unique applications that can be leveraged across the business in comparable scenarios
• Accountable for achieving revenue targets, maintaining appropriate profit margins, and managing personal expenses effectively
• Develop and present complex solutions that incorporate a wide range of products, services, and partners
• Mentor and guide junior team members, sharing best practices and fostering a culture of excellence
• Lead negotiations for large-scale deals, balancing customer needs with organizational profitability
• Coordinate with internal departments to deliver end-to-end solutions and maintain high service standards
• Act as a thought leader in the industry, representing the organization at key events and forums
• Contribute to the development of business products and services while understanding and adhering to multi-business protocols

Job Requirements:

• Bachelors Degree. Advanced Degree preferred
• 5+ years of applicable work experience
• Equivalency: Equivalent work experience will be considered in lieu of a degree

Key Skills and Competencies:

• Industry Expertise: In-depth knowledge of industry trends, customer challenges, and competitive landscape
• Sales Acumen: Strong understanding of sales processes, negotiation techniques, and closing strategies
• Technical Expertise: Proficient in understanding and articulating technical solutions to non-technical stakeholders
• Communication Skills: Excellent verbal and written communication skills to influence and engage clients effectively
• Problem Solving: Ability to address customer challenges with innovative and actionable solutions
• Time Management: Proven ability to manage multiple priorities and deliver results within tight deadlines
• Understands policies and practices related to role and shares ideas for improvement
• Salesforce.com experience preferred
• Ability to work with data and AI to identify trends, opportunities, and insights to create customer specific strategy
• Adaptable to new technologies and resilient in the face of changing customer/client needs
• Apply consultative selling, needs analysis, and solution-selling techniques to propose tailored products and services that address customer challenges and deliver measurable results

Position Specific Information:

• Travel Requirements: Up to 50%
• Able to Telework?: Remote
• Personal Protective Equipment (PPE) Required: None
• Safety Sensitive Role?: Yes

Physical Activity:

• Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like : Never
• Working from heights such as roofs, ladders, or powered lifts: Never
• Moving self in different positions to accomplish tasks in various environments including awkward or tight and confined spaces: Never
• Remaining in a stationary position, often standing, or sitting for prolonged periods of time: Constantly
• Stooping, kneeling, bending, crouching, reaching, pushing, or pulling: Never
• Moving about to accomplish tasks or moving from one worksite to another: Never
• Adjusting or moving objects up to ## pounds in all directions: Never
• Communicating with others to exchange information: Constantly
• Repeating motions that may include the wrists, hands, or fingers: Frequently
• Operating machinery or power tools: Never
• Operating motor vehicles, industrial vehicles, or heavy equipment: Never
• Assessing the accuracy, neatness and thoroughness of the work assigned: Constantly

Environmental Conditions:

• Exposure to extreme temperatures (high or low): Never
• Outdoor elements such as precipitation and wind: Never
• Other hazardous conditions such as vibrations, uneven ground surfaces or dust and fumes: Never
• Small or enclosed spaces: Never
• No adverse environmental conditions expected: Never

Physical Demands:

• Sedentary work that primarily involves sitting or standing

We understand the importance of work-life balance and wellbeing, which is why we offer flexibility for our teams including: hybrid work, adaptable hours, Summer Flex Fridays, Focus Fridays, and an annual companywide well-being day to promote revitalization and success.