Director of Sales – Strategic Global Accounts (Remote)

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 Director of Sales oversees the performance of Senior Account Managers and Account Manager Executives, focusing specifically on a large strategic global account, by ensuring the achievement of sales targets and fostering a high-performance culture. As a leader, the Director is recognized as an exceptional coach, dedicated to fostering the success of their team. They possess a deep understanding of Zebra's product portfolio and competitive positioning, enabling them to not only drive results but also mentor their team in achieving similar success. Embodying the "One Zebra" philosophy, the Director prioritizes the organization's collective goals over individual achievements. Key responsibilities include setting operational objectives, developing sales strategies, and delegating assignments to subordinates. The role also involves shaping and implementing policies that impact immediate operations and potentially have broader regional or company-wide implications. The Director is accountable for managing budgets, schedules, work plans, and performance standards, exercising full oversight over costs, methods, and staffing. As a strategic thinker, the Director brings innovative go-to-market strategies and operational practices that deliver measurable results. They are regarded as an industry expert by colleagues, customers, and competitors alike, serving as a valuable resource to business unit general management. Additionally, they play a critical role in developing both annual and long-term business unit plans. This remote role must be based in the US, near/around a major airport with the ability to travel 50%. Preferred locations include Boston, Seattle, or Nashville. Responsibilities: 1. Sales Strategy and Execution: • Develop and execute strategic sales plans to achieve company objectives and revenue targets. • Plan, implement, and manage Zebra’s sales strategy while adapting to market trends and competitive landscapes. • Integrate persona-based prospecting to tailor sales approaches that resonate with different customer profiles by identifying, reaching, and influencing key decision-makers, influencers, and stakeholders within targeted retail prospects. 2. Team Leadership and Development: • Lead, mentor, and inspire a high-performing sales team, including Sales Managers and Senior Sales Managers, to achieve individual and collective sales goals. • Develops Guidance for Others; sets strong precedent for innovation and personal expertise in developing creative ideas, solutions, method and techniques; accountable for decisions that have a direct impact on Zebra overall • Assess team performance and potential leaders and foster development through established programs, mentoring, and individualized growth areas. • Expertise in change management, effectively leading and guiding the sales team through transformations affecting the business, both internally and externally, and possess the ability to manage transitions smoothly, ensuring minimal disruption while maximizing opportunities for growth and success 3. Client Relationship Management: • Lead team with a customer-first approach by identifying desired outcomes and value drivers, presenting tailored solutions, co-developing success plans, and ensuring ongoing alignment on KPI goals and progress to create shared value. • Create and communicate sales goals and ensure C-level executives are informed on the progress of those goals. • Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs. 4. Performance Management: • Meet or exceed annual sales targets and ensure alignment with regional/territory goals. • Responsible for harnessing the power of Salesforce CRM to enhance sales processes and drive revenue growth, effectively utilize Salesforce’s robust features to analyze sales data, identify trends, and develop actionable insights. Utilize data analytics to assess sales performance, identify trends, and implement strategies for improvement. • Collaborate with sales operations and finance teams to develop accurate sales forecasts and plans. • Monitor performance against accurate sales forecast, monitor performance and implement adjustments as needed. • Solves complex problems, including highly intricate ones that require unique solutions, such as integrating multiple technologies impacting various Zebra businesses, while also anticipating and resolving issues and initiating actions to prevent future problems. 5. Market Analysis and Adaptation: • Stay informed about industry trends, customer needs, and competitor activities, utilizing insights to adapt sales strategies and maintain a competitive edge. • Provide valuable input to product development based on market demands and customer feedback. 6. Cross-Functional Collaboration: • Work closely with impact teams, including but not limited to product development, sales engineering, specialist teams, customer success and support, marketing, finance, sales operations, and sales operations teams to ensure alignment of sales efforts with overall business objectives. • Provide valuable input to product development based on market demands and customer feedback. Minimum Requirements: Bachelor’s degree required 10 + years of B2B sales experience At least 5 + years of direct sales management experience leading the strategy and direction of executive-level reps to succeed within a large complex customer account Must be familiar with Amazon (people, buying processes, etc) either having sold into Amazon or worked directly for Amazon if external; willing to be flexible on this for internal applicants Experience selling technology solutions Demonstrated ability to influence, communicate with and grow C-level relationships with customers and internal leadership/business units Must be based in the US, near/around a major airport with the ability to travel 50%. Preferred locations, include Boston, Seattle, Nashville Preferred Requirements: Retail, eCommerce or SaaS (Software as a Service) experience strongly preferred Experience developing sales roadmaps The ability to strategically support sales reps with closing complex sales deals Ability to develop Zebra technical solutions to ensure ongoing relevancy in the technology market Proven leadership/ability to manage a team Must be comfortable with change and possess the ability to work in a fast-paced, high-pressure environment 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 [email protected]. 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 essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. Pay Range: $153,680.00 - $230,520.00 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 67% , 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. Job Posting Statement: To protect candidates from falling victim to online fraudulent activity involving fake job postings and employment offers, please be aware our recruiters will always connect with you via @zebra.com email accounts. Applications are only accepted through our applicant tracking system and only accept personal identifying information through that system. Our Talent Acquisition team will not ask for you to provide personal identifying information via e-mail or outside of the system. If you are a victim of identity theft contact your local police department. 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 .