Software Solutions Sales Exec

Zebra Technologies; Waco (TX); On-site; USD 113,000 - 169,000; Full time

Benefits offered by this job

Commission-based incentives

Total Rewards benefits

Job summary

Zebra Technologies is seeking an experienced Solutions Sales professional to drive strategic software solutions into key Retail, Manufacturing, Transport & Logistics, and Hospitality accounts. You will sell directly to end-users and channels, focusing on new business in assigned regions with ~50% travel.

Ideal candidates have 8+ years in enterprise software sales, experience across Retail, MT&L, or Hospitality, and will operate within a Western US framework to win multi-year cloud contracts.

Qualifications

• Bachelor's or equivalent experience.
• 8+ years Enterprise Software Sales experience.
• Experience with B2B SaaS solution sales including Retail, MT&L, Hospitality verticals.
• Ideally resides in the Western U.S with the ability to travel ~50%

Responsibilities

• Develop and maintain a healthy pipeline of new business opportunities to meet annual targets and defined objectives.
• Lead internal teams in development of advanced solution selling concepts and partnership creation to win new customers.
• Lead all aspects of the sales cycle in target accounts, including solution development, deal term negotiation, and contract closing.
• Be an expert in Workcloud Solutions for Accounts/Region/Territory.
• Effectively handling contracts and ensuring expectations are met.
• Meet and exceed quotas for contracts and revenue by closing multi-year cloud contracts.
• Align customer priorities with Zebra solutions to move projects to closure in a timely manner through value selling.

Skills

Enterprise software sales

SaaS sales

B2B sales

Relationship building

Education

Bachelor's or equivalent experience

Job description

Overview

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

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, Manufacturing, Transport & Logistics, and Hospitality 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.

Ideally resides in the Western U.S. with the ability to travel ~ 50%

Responsibilities

• Responsible for developing and maintaining a healthy pipeline of new business opportunities to meet annual targets and defined objectives
• Leading internal teams in development of advanced solution selling concepts and partnership creation to win new customers
• Leading all aspects of the sales cycle in your target accounts. This includes solution development, deal term negotiation, and contract closing process
• Being an expert in all things Workcloud Solutions for your Accounts/Region/Territory
• Effectively handling contracts and agreements, making sure that expectations are established, communicated, and met
• Meet and exceed individual quotas for contracts and revenue by closing multi-year cloud contracts
• Displaying business acumen to anticipate future customer needs – applying both strategic and tactical understanding of markets to ensure Zebra wins in the marketplace.
• Identifying, reaching, and influencing key decision makers and all influencers and stakeholders within targeted retail prospects
• Ability to solve complex problems which may require unique solutions which are used across geographies, industries, etc.
• Diligently seeking to align customer priorities with Zebra solution outcomes and move projects to closure in a timely manner via a strong value selling orientation
• 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
• Determines and pursues courses of action essential in obtaining desired outcomes.; operates with broad autonomy to make decisions that impact sales effectiveness and will help meet or hinder a business in meeting objectives
• Understanding Zebra’s unique value propositions and how our solutions have delivered value for our customers
• Be a challenger – understand target client issues, needs, and goals, and proactively educate and bring solutions to each discussion to deliver outcomes they desire.

Qualifications

Minimum Qualifications

• Bachelor's or equivalent experience
• 8+ years Enterprise Software Sales experience
• Experience with B2B SaaS solution sales including Retail, Banking, Healthcare, MT&L, or Hospitality verticals
• Ideally resides in the Western U.S with the ability to travel ~ 50%

Preferred Qualifications

• Experience in Retail and Supply Chain solutions
• Exhibiting personal credibility to enable the person to be a true partner to C-level executives and in the field. Responsible for developing relationships and closing opportunities with leading brands.
• Able to evidence a consistent track record of selling high value multi-year recurring SaaS transactions, demonstrating a tenacious and curious personality to get to the root of customer expectation and needs.
• Success selling high dollar multi-year deals with 6-12 months sales cycles
• Desire to grow into a sales team leadership role
• A passion for selling value and an understanding that price is always a function of value

Equal Opportunity Employer

Zebra is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability and protected veteran status, or any other basis prohibited by law. If you are an individual with a disability and need assistance in applying for a position, please contact us at [e-mail].

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Know Your Rights

https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf

https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRightsSp_10_20.pdf

Pay Range

$112,800.00 - $169,200.00 Annual

Incentive Compensation

In addition to base pay, Zebra offers this role an opportunity to earn variable compensation in the form of commission for achieving quota, at 100% , in accordance with the terms of the applicable sales incentive plan.

Zebra Total Rewards

Zebra Total Rewards includes more than just pay and is structured to meet the needs of our changing global business and evolving talent. We are committed to providing our employees with a benefits program that is comprehensive and competitive – including healthcare, wellness, inclusion networks, and continued learning and development offerings. We offer community service days, in addition to the traditional insurances, compensation, parental leave, employee assistance program and paid time off offerings depending on the country where you work.

Salary offered will vary depending on your location, job-related skills, knowledge, and experience.

Additionally, all Zebra roles are eligible for cash incentive programs. For example, sales roles have additional opportunity to earn substantial variable compensation tied to quota achievement. In most other roles, the Zebra annual cash incentive program links Company and individual performance together. Some roles may also be eligible for long-term incentive equity awards.