Senior Account Manager, Federal

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.

About the role

This is a remote role for a candidate who must reside in the US near or around the Washington, DC metro or surrounding areas, with the ability to travel approximately 50%. The role involves taking ownership of assigned Federal Government end-user account(s), developing and executing sales strategies, and building strong relationships with key customer contacts. You will create and deliver high-impact sales presentations, provide product training, and leverage relationships to Zebra’s advantage.

As you progress, you will develop and execute sales strategies with minimal input from your manager, proactively selling solutions encompassing a wide range of products or services. You will leverage relationships with other business units and external partners to deliver solutions, develop strong relationships with key decision-makers, and lead customer presentations and value proposition creation.

Responsibilities

• Develop and execute sales strategies for assigned Federal Government accounts with manager’s input, progressing to minimal input as responsibilities grow.
• Build and maintain strong relationships with key customer contacts, decision-makers, and influencers.
• Create and deliver high-impact sales presentations and product training.
• Proactively sell solutions encompassing a wide range of Zebra products or services.
• Leverage relationships with other business units and external partners to deliver comprehensive solutions.
• Lead customer presentations and develop value propositions tailored to unique customer needs.
• Use advanced domain and solutions knowledge to gain a competitive advantage.
• Provide input into the development of business products and services, understanding and following multi-business protocols.
• Develop and adapt advanced sales strategies to address unique customer needs and create customer partnerships.
• Lead problem resolution, identify appropriate resources, and develop contingency plans for complex issues.
• Coordinate and present complete, complex solutions that meet customer needs and outperform competition.
• Act as a resource to customers based on intimate knowledge of relevant industries and their needs.
• Lead negotiations on complex deals, which may be primarily technical, financial, or both.
• Responsible for revenue attainment, margins (where appropriate), and personal expenses.

Requirements

• Bachelor’s degree or equivalent experience.
• 5+ years of experience selling technical solutions to US Federal Government agencies.
• Preferred location near or around the Washington, DC metro or surrounding areas, or within a Zebra office location, with the ability to travel approximately 50%.

Qualifications

• Demonstrated success selling into and supporting key federal agencies, specifically the Department of State (DoS), Department of the Interior (DoI), Department of Homeland Security (DHS), and Department of Energy (DoE).
• Knowledge of government contracts and budgeting processes.
• Experience selling mobile technology solutions (e.g., handhelds, printers, tablets) and/or RFID.
• Comfortable selling in a highly technical environment with sophisticated technical comprehension.
• Demonstrated ability to develop and adapt advanced sales strategies to unique customer needs and advance partner relationships.
• Uses advanced domain and solutions knowledge to competitive advantage.
• Understanding of government contracting rules, processes, and industry hardware certifications is beneficial.
• Often leads others in their development and provides input to policies and practices.

Pay

Pay Range: $95,920.00 - $143,880.00 per year.

In addition to base pay, this role offers an opportunity to earn variable compensation in the form of commission for achieving quota (at 67%) in accordance with the applicable sales incentive plan.

Benefits

Zebra Total Rewards includes more than just pay and is structured to meet the needs of our changing global business and evolving talent. Benefits include:

• Comprehensive and competitive healthcare offerings.
• Wellness programs and inclusion networks.
• Continued learning and development opportunities.
• Community service days.
• Traditional insurances, compensation, parental leave, employee assistance program, and paid time off offerings (varies by country).
• Eligibility for cash incentive programs, such as annual cash incentives linking Company and individual performance.
• Some roles may also be eligible for long-term incentive equity awards.