Software Solutions Sales Executive (Remote Anywhere US)

Zebra Technologies; Rockford (IL); Remote; USD 113,000 - 169,000; Full time

Job summary

Zebra Technologies is seeking a Software Solutions Sales Executive to drive net-new and targeted Retail account sales, focusing on Demand Intelligence SaaS solutions. This remote role, based in the United States, requires about 75% travel.

You will lead the sales cycle and build a strong pipeline to close multi-year cloud ARR contracts. Ideal candidates have 8+ years of B2B enterprise software sales experience, retail domain knowledge, and a proven track record of successful high-value deals.

Qualifications

• Bachelor’s Degree or equivalent experience.
• 8+ years in B2B Enterprise Software Sales.
• Experience selling to B2B customers in the Retail vertical.
• Deep domain knowledge of merchandising, inventory, and supply chain.
• US residency with travel ~75% accepted (west considered).

Responsibilities

• Develop and maintain a healthy pipeline of new business opportunities to meet targets.
• Lead all aspects of the sales cycle in target accounts, including negotiation and closing.
• Establish expertise in Demand Intelligence for Retail accounts/regions.
• Collaborate with internal teams to deliver customer satisfaction and growth.
• Handle contracts and ensure alignment of expectations and outcomes.
• Meet and exceed quotas for multi-year cloud ARR contracts.

Skills

SaaS sales

B2B sales

Retail domain knowledge

Strategic selling

Education

Bachelor's Degree

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

The Software Solutions Sales Executive position will be focused on driving sales within net-new / targeted accounts, as well as select existing relationships for the Retail vertical. The ability to identify customer needs and match Zebra Workcloud Demand Intelligence solutions is paramount to success. Demand Intelligence solutions at Zebra focus on the portfolio of software solutions that optimize the inventory related decisions for Retailers and Consumer Packaged Goods companies.

We are looking for a successful salesperson with an entrepreneurial, open mindset and tangible desire to seek new business. A great teammate with proven SaaS-based software experience, ideally experienced in selling large ticket enterprise software product into Tier-1 customers. Note that this is an individual contributor, hunter role and carries a target.

This remote role must reside in the US, ideally within central or eastern states. Willing to consider talent in the west so long as the travel expectations (~75%) can be accommodated.

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. This includes solution development, deal term negotiation, and contract closing process
• Being an expert in all things Demand Intelligence (Supply Chain and Merchandise Planning) 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, making sure that 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.

Qualifications

Minimum Qualifications

• Bachelor’s Degree or equivalent experience
• 8+ years in B2B Enterprise Software Sales required
• Experience selling to B2B customers in the Retail vertical required (CPG vertical experience preferred)
• Possess deep domain knowledge of merchandising, inventory, and supply chain
• Must reside in the US, ideally within central or eastern states. Willing to consider talent in the west so long as the travel expectations (~75%) can be accommodated.

Preferred Qualifications

• Advanced degree preferred
• 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.
• Comfortable and skilled in virtual selling (as clients require in these times)
• 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
• Excellent verbal and written communication skills
• Strong business acumen to understand how, and why customers make buying decisions
• Appreciation and respect for working as part of a large team
• 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.

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].

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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.

AI Technology Statement

Zebra Technologies leverages AI technology to evaluate job applications using objective, job-relevant criteria. This approach enhances efficiency and promotes fairness in the hiring process. However, every decision regarding interviews and hiring is made by our dedicated team, because we believe people make the best decisions about people. For more on how we use technology in hiring and how we process applicant data, see our Zebra Privacy Policy.