[Hiring] Director of Sales - Key Accounts @Zebra Technologies

Role Description

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.

• Set operational objectives, develop sales strategies, and delegate assignments to subordinates.
• Shape and implement policies that impact immediate operations and potentially have broader regional or company-wide implications.
• Accountable for managing budgets, schedules, work plans, and performance standards.
• Bring innovative go-to-market strategies and operational practices that deliver measurable results.
• Regarded as an industry expert by colleagues, customers, and competitors alike.
• 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

• 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.
• Team Leadership and Development:
  • Lead, mentor, and inspire a high-performing sales team to achieve individual and collective sales goals.
  • Develop guidance for others; set strong precedent for innovation and personal expertise.
  • Assess team performance and potential leaders and foster development through established programs.
  • Expertise in change management, effectively leading the sales team through transformations.
• Client Relationship Management:
  • Lead team with a customer-first approach by identifying desired outcomes and value drivers.
  • Create and communicate sales goals and ensure C-level executives are informed on progress.
  • Build and maintain long-lasting, strong relationships with customers.
• Performance Management:
  • Meet or exceed annual sales targets and ensure alignment with regional/territory goals.
  • Harness the power of Salesforce CRM to enhance sales processes and drive revenue growth.
  • Collaborate with sales operations and finance teams to develop accurate sales forecasts and plans.
  • Monitor performance against accurate sales forecasts and implement adjustments as needed.
  • Solves complex problems, anticipating and resolving issues to prevent future problems.
• Market Analysis and Adaptation:
  • Stay informed about industry trends, customer needs, and competitor activities.
  • Provide valuable input to product development based on market demands and customer feedback.
• Cross-Functional Collaboration:
  • Work closely with impact teams to ensure alignment of sales efforts with overall business objectives.
  • Provide valuable input to product development based on market demands and customer feedback.

Qualifications

• Bachelor’s degree required.
• 10+ years of B2B sales experience.
• At least 5+ years of direct sales management experience.
• Must be familiar with Amazon (people, buying processes, etc).
• Experience selling technology solutions.
• Demonstrated ability to influence and communicate with C-level relationships.
• Must be based in the US, near/around a major airport with the ability to travel 50%.

Preferred Requirements

• Retail, eCommerce or SaaS experience strongly preferred.
• Experience developing sales roadmaps.
• Ability to strategically support sales reps with closing complex sales deals.
• Proven leadership/ability to manage a team.
• Must be comfortable with change and possess the ability to work in a fast-paced environment.

Benefits

• Pay Range: $153,680.00 - $230,520.00 Annual.
• Incentive Compensation: Opportunity to earn variable compensation in the form of commission.
• Zebra Total Rewards includes comprehensive benefits program.
• Community service days, traditional insurances, compensation, parental leave, and paid time off.

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.