Mgr Sales Eng

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:

At Zebra Technologies, we deliver unmatched Enterprise Asset Intelligence through our robust global channel partner network.

We are seeking a high-caliber Sales Engineering Manager to own, develop, and execute the technical sales and technology enablement strategy across our Channel and Partner ecosystem. In this pivotal role, you will act as the key technical liaison between Zebra’s internal engineering teams and our strategic partners (distributors, resellers, and system integrators).

You will lead the technical enablement of partners, designing sophisticated, competitive solutions that meet complex customer needs, while fostering deep technical relationships across the sales organization. This role is designed for a technical leader who can drive solution-selling methodologies, influence technical decision-makers, and scale Zebra’s market presence through third-party partners.

Essential Duties and Responsibilities

1. Technology & Channel Enablement Strategy

• Technical Partner Enablement: Own the technical enablement roadmap for key channel partners, distributors, and integrators. Champion training and certification initiatives to ensure partners can autonomously design and deploy Zebra solutions.

• Strategic B2B Technical Engagement//Strategic Advisory: Act as the trusted technical advisor to Channel Account Managers and Partner Principals, aligning Zebra’s technology strategy (rugged computing, RFID, scanning, printing) with partner business goals.

• Joint Solution Design: Collaborate with partners to architect and validate complex, end-to-end enterprise solutions that outperform competitor offerings.

2. Relationship & Stakeholder Management

• Cross-Functional Orchestration: Build and leverage high-impact relationships with internal product engineering, local sales teams, and partner technical leads to accelerate project delivery and resolve system integration issues.

• High-Impact Solution Presentations: Create and deliver compelling, executive-level technical presentations, product demonstrations, and proof-of-concepts (PoC) to key customers and partner technical leads.

3. Business Acumen & Market Positioning

• Solution Selling Mastery: Apply advanced Solution Selling concepts to complex customer scenarios, ensuring partner proposals emphasize value-added benefits and strong ROI over hardware features.

• Market Intelligence: Stay abreast of industry trends, competitor architectures, and market economics to position Zebra’s ecosystem as the superior standard for enterprise efficiency.

4. Solution Complexity & Freedom to Act

• Complex Problem Solving: Diagnose, troubleshoot, and resolve system-level compatibility, software integration, and architecture issues at the partner and end-user levels.

• Autonomous Decision-Making: Exercise professional judgment to evaluate technical and commercial trade-offs in complex channel projects, under minimal supervision.

Key Competencies and Skills

• Channel Tech Leadership: Proven capability to influence, train, and guide third-party technical teams (partners, integrators) without direct authority.

• Technical Breadth & Depth: Extensive knowledge of IoT, hardware, API integrations, enterprise OS (Android), and database/connectivity standards relevant to Zebra's product line.

• Strategic Vision: Ability to design long-term technology roadmaps that support channel account plans and drive regional quota attainment.

• Outstanding Communication: Exceptional presentation skills, with the ability to translate intricate technical details into tangible business advantages for C-suite decision-makers.

• Team Leadership & Mentoring: Directing, coaching, and developing a high-performing team of Sales Engineers.
• Resource Allocation & Capacity Planning: Strategically assigning pre-sales engineers to the highest-priority or most complex pipeline opportunities.

• Pre-Sales Operations & Metrics: Defining operational processes and tracking key performance indicators (KPIs)

Job Requirements

• Education: Bachelor’s degree in Engineering (Systems, Electronics, Software, Industrial, Telecom) or Computer Science is preferred.

• Master’s degree in Computer Science, Business, or a related technical field is preferred.

• Work Experience: 6 to 7+ years of progressive experience in Sales Engineering, Solutions Architecture, or Technical Account Management, with a strong preference for candidates who have worked directly within or alongside a Channel Partner Network (IT/Telecom/Industrial distribution).

• Key Asset: Deep expertise in consultative selling and solution architecture, combined with a passion for driving channel-led revenue growth.

Technical & Product Expertise

• Technical Acumen: Ability to quickly understand complex system architectures, APIs, integrations, and enterprise software (SaaS/Cloud).
• Value-Driven Product Demonstrations: Crafting and delivering highly tailored, engaging demos that focus on solving customer business problems rather than just showing features.
• Solution Architecture: Designing customized technical solutions that seamlessly align with the prospect's infrastructure and address their specific pain points.
• Proof of Concept (PoC) Management: Directing, executing, and validating PoCs to prove the technical and business viability of the solution.

2. Commercial & Sales Acumen

• Value / Solution Selling: Approaching sales by demonstrating business value, operational efficiency, and Return on Investment (ROI) to the prospect.
• Technical Discovery & Needs Analysis: Asking strategic, qualifying questions to uncover deep-seated technical requirements and business objectives.
• RFP/RFI Response Ownership: Leading, structuring, and writing technical proposals for Requests for Proposal (RFPs) and Requests for Information (RFIs).
• Deal Strategy & Technical Closing: Partnering with Account Executives (AEs) to address technical objections, mitigate risks, and successfully close complex deals.

3. Leadership & Pre-Sales Management (For Manager Roles)

• Team Leadership & Mentoring: Directing, coaching, and developing a high-performing team of Sales Engineers.
• Resource Allocation & Capacity Planning: Strategically assigning pre-sales engineers to the highest-priority or most complex pipeline opportunities.
• Pre-Sales Operations & Metrics: Defining operational processes and tracking key performance indicators (KPIs) such as win rate, demo-to-close ratio, and PoC cycle times.
• Cross-functional Collaboration: Serving as the strategic bridge between Sales, Product Management, R&D/Engineering, and Customer Success.

4. Soft Skills & Communication

• Executive Presence: Comfortably presenting to and negotiating with both deep-tech audiences and C-level executives (CIOs, CTOs, CFOs).
• Active Listening: Hearing past the client's surface-level requests to diagnose the actual business challenges.
• Technical Storytelling: Translating highly complex technical concepts into simple, compelling, and business-focused narratives for non-technical stakeholders.

Advanced Technical & Cloud Skills (Desirable Plus)

• Cloud Certifications: Holding active certifications in major cloud platforms (e.g., AWS Certified Solutions Architect, Google Cloud Professional Cloud Architect, or Microsoft Certified: Azure Solutions Architect).
• Hands-on Coding & Scripting: Ability to write basic code or scripts (e.g., Python, JavaScript, Bash, or SQL) to build quick custom integrations, API mockups, or custom demo environments.
• Security & Compliance Knowledge: Familiarity with enterprise-grade security protocols, data privacy laws, and compliance standards (e.g., SOC 2, ISO 27001, GDPR, HIPAA).
• Enterprise Architecture Frameworks: Understanding of structured IT architectures (e.g., TOGAF) to better align solutions with large corporate infrastructures.

2. Strategic & Business Desirable Skills

• Industry Vertical Expertise: Deep domain knowledge in specific high-growth sectors (e.g., FinTech, Healthcare/Pharma, Retail, Manufacturing, or Supply Chain).
• Value Realization & Business Case Formulation: Advanced skills in calculating TCO (Total Cost of Ownership) and building complex, quantitative financial ROI models for customers.
• Competitor Intelligence & Market Mapping: Tracking market trends and competitor technical offerings to position your product strategically during evaluations.
• Pre-Sales Tooling Proficiency: Experience utilizing specialized pre-sales management software (e.g., Vivun, Homerun, DemoBoost, Consensus) to track demo analytics and opportunity health.

3. Change Management & Operational Leadership

• Agile/Scrum Frameworks: Familiarity with Agile practices (Certified Scrum Product Owner (CSPO) or Scrum Master) to streamline collaboration with Product and R&D teams.
• Sales Methodology Mastery: Formal training in recognized B2B sales methodologies (e.g., MEDDPICC, Challenger Selling, SPIN Selling, or Sandler Training).
• Change Management: Ability to guide prospects through the operational friction of transitioning from legacy systems to your solution.

Preferred Academic Backgrounds (Degrees & Majors)

• Bachelor’s Degree in STEM Fields: A solid academic foundation in Computer Science, Computer Engineering, Software Engineering, Information Technology, or a related technical discipline.
• Dual-Profile Degrees: Degrees that bridge technology and business, such as Management Information Systems (MIS) or Industrial Engineering.
• Postgraduate Business Education: An MBA (Master of Business Administration) or a Master's in Tech Management / Business Analytics, which is highly desirable for Pre-Sales Manager roles to understand corporate finance, strategy, and high-level business operations.

2. High-Value Industry Certifications (Desirable Studies)

• Sales Methodologies: Formal training and certifications in executive B2B sales frameworks (e.g., MEDDPICC® Certified, The Challenger Sale, or Sandler Training).
• Cloud & Infrastructure Certifications: Vendor-specific certifications that prove architecture expertise:
  • AWS Certified Solutions Architect (Associate/Professional)
  • Google Cloud Professional Cloud Architect
  • Microsoft Certified: Azure Solutions Architect Expert
• Project Management & Agile Methodologies:
  • PMP (Project Management Professional) to show ability in structured execution.
  • Scrum Master (CSM) or Product Owner (CSPO) certifications, demonstrating an understanding of modern agile software development lifecycles.
• IT Service Management (ITSM): ITIL Foundation or higher, showing a deep understanding of enterprise IT service delivery and operations.

3. Continuous Learning & Soft-Skills Studies

• Negotiation & Executive Communication: Specialized courses or certifications in high-stakes business negotiation (e.g., Harvard Negotiation Institute or similar executive programs).
• Data-Driven Decision Making: Short courses in SQL, Business Intelligence (BI), or Data Analytics to help track, interpret, and present pre-sales team metrics.

Benefits:

We understand the importance of work-life balance and wellbeing, which is why we offer flexibility for our teams including: hybrid work, adaptable hours, Summer Flex Fridays, Focus Fridays, and an annual companywide well-being day to promote revitalization and success.

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.

About Us

Zebra provides the foundation for intelligent operations with an award-winning portfolio of connected frontline, asset visibility and automation solutions. Organizations globally across retail, manufacturing, transportation, logistics, healthcare, and other industries rely on us to deliver outcomes today while driving innovation for what's next. Together with our partners, we create new ways of working that improve productivity and empower organizations to be better every day. Learn more at zebra.com.

Zebra

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