Senior Federal Account Manager - Federal System Integrators (Remote DC)

Remote Work: Yes

Takes ownership of new product, services, and/or solutions sales for assigned US Federal Government System Integrators. Develops and executes sales strategy for assigned Federal Government 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 Zebras 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. 

This remote role must reside in the US, near/around Washington, DC metro area ideally, however there is flexibility with location.  Travel ~ 50%.

• Knowledge/Expertise
  • Must have prior Federal Systems Integrator experience 
  • Knowledge of DoD or Fed Civilian Departments is a plus
  • Understanding of Federal Government contracting and budgeting processes 
  • Ability to manage sell through, sell to and program business within named accounts
  • Working knowledge of and active contacts within the Federal partner, System Integrator, ISV and end user ecosystem
  • Deveops strategic plans and relationships within named account base
  • Technical Skills - Uses advanced solutions knowledge to competitive advantage
  • Knowledge of Zebra - Provides input into development of business products/services; understands and follows multi-business protocols
  • Sales Skills - Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
  • Business Acumen - Develops business solutions and directly addresses financial issues resulting in profitable revenue growth for Zebra; able to coordinate and present complete, complex solutions that meet customer needs and beat competition
  • Market/customer Knowledge - Acts as a resource to customers based on intimate knowledge of relevant industries and needs
• Solution Complexity/Strategic Thinking
  • Nature of Problems Solved - Solves complex problems which may require unique solutions (e.g., unique applications of existing technologies) that are used across the business in similar situations
  • Role in Addressing Problems - Leads problem resolution, identifies appropriate resources, develops contingency plans
  • Complexity of Solutions - Typically medium to high complexity; has several complex projects, all which require unique coordination of technical resources; multi-country issues may be involved
• Freedom to Act
  • Level of Guidance - Demonstrates wide latitude for decisive action which could impact business initiatives/programs; exercises independent judgment within broadly defined practices/policies in selecting approach and technique
  • Takes Direction From - Manager and Other Business Leaders
• Customer Interface
  • Role - Often leads semi-formal teams, must be a consistent and primary interface for Zebra at the end customer 
  • Level of Customer Contact - Multiple decision makers and influencers for large deals with complexity, must constantly communicate with the channel partners 
  • Main Level of Interaction - Leads negotiations on complex deals which may be primarily technical, financial or both
  • Required Knowledge of Customer - Industry strategies and customer positioning; customer financials and business drivers
  • Active participation in Department of Defense industry events and activities
• Accountability
  • Business and Financial Impact - Responsible for revenue attainment, margins where appropriate, and personal expenses
  • Relative Size and Scope - Average to high individual quota for business in like roles or strategic growth potential to be there within a year 
  • Types of Projects - Moderately complex deals with a few large, complex deals
  • Strategic Impact for Zebra - High in near term
  • Accurate, timely and complete sales reporting and forecasts
•  

Minimum Requirements:

1. Bachelors or equivalent experience
2. 5 + years of selling technical solutions to US Federal Government agencies
3. Must have experience with Federal System Integrators  **Please ensure resumes submitted clearly showcase this experience)
4. Must reside in the US, near/around Washington, DC metro area ideally, with the ability to travel ~ 50%

Preferred Qualifications:

• Knowledge of government contracts/budgeting highly sought after
• Knowledge of Sell To and Sell Thru
• Experience with 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

## LI-Remote

Zebra is an equal opportunity/affirmative action employer committed to a diverse and inclusive workplace All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, 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 workplace.accommodations@zebra.com. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.

Know Your Rights:

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

Conozca sus Derechos:

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

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

Zebra is a federal contractor and is committed to an alcohol and drug free workplace. As a result, all U.S. based employees are subject to the Drug and Alcohol Free Workplace Policy and Procedure.

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: USD 93000.00 - USD 139600.00 Yearly

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.