Software Solutions Sales Exec

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.

About the role

This Solutions Sales role is part of the Software Solutions Sales Team, the focal point for driving our Strategic Solutions into key customers and partners within the Retail, Manufacturing, Transport & Logistics, and Hospitality verticals. The 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 assigned accounts and Region/Territory. 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 your target accounts, including solution development, deal term negotiation, and contract closing process.
• Be an expert in all things Workcloud Solutions for your Accounts/Region/Territory.
• Effectively handle contracts and agreements, ensuring expectations are established, communicated, and met.
• Meet and exceed individual quotas for contracts and revenue by closing multi-year cloud contracts.
• Display business acumen to anticipate future customer needs, applying both strategic and tactical understanding of markets to ensure Zebra wins in the marketplace.
• Identify, reach, and influence key decision makers and all influencers and stakeholders within targeted retail prospects.
• Solve complex problems which may require unique solutions used across geographies and industries.
• Diligently 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.
• Determine and pursue courses of action essential in obtaining desired outcomes; operate with broad autonomy to make decisions impacting sales effectiveness.
• Understand 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: Bachelor's degree or equivalent experience.
• 8+ years of Enterprise Software Sales experience.
• Experience with B2B SaaS solution sales including Retail, Banking, Healthcare, Manufacturing, Transport & Logistics (MT&L), or Hospitality verticals.
• Ideally resides in the Western U.S. with the ability to travel ~50%.
• Exhibit personal credibility to enable true partnership with 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 expectations and needs.
• Success selling high-dollar, multi-year deals with 6-12 month sales cycles.
• Desire to grow into a sales team leadership role.
• Passion for selling value and an understanding that price is always a function of value.

Pay

Pay Range: $112,800.00 - $169,200.00 annually.

In addition to base pay, this role offers 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.

Benefits

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 a comprehensive and competitive benefits program, including:

• Healthcare and wellness programs.
• Inclusion networks and continued learning and development offerings.
• Community service days.
• Traditional insurances, compensation, parental leave, employee assistance program, and paid time off offerings (varies by country).

All Zebra roles are eligible for cash incentive programs. Sales roles have additional opportunities to earn substantial variable compensation tied to quota achievement. Most other roles are eligible for the Zebra annual cash incentive program, linking Company and individual performance. Some roles may also be eligible for long-term incentive equity awards.