Account Mgr Sr - T&L

at  Zebra Technologies

QUALIFICATIONS:

• Bachelors or equivalent experience; advanced degree preferred
• 5-8 years of applicable work experience
• Uses advanced domain/solutions knowledge to competitive advantage
• Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
• Often leads others in their development; provides input to policies and practices
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• Knowledge/Expertise
• Technical Skills - Uses advanced domain/solutions knowledge to competitive advantage
• Knowledge of Zebra - Provides input into development of business products/services; understands and follows multi-business protocols
• Sales Skills - Develops and adapts advanced sales strategies to unique customer needs; creates customer partnerships
• Managerial Skills - Often leads others in their development; provides input to policies and practices
• Business Acumen - Develops business solutions and directly addresses financial issues resulting in profitable revenue growth for Zebra; able to coordinate and present complete, complex solutions that meet customer needs and beat competition
• Market/customer Knowledge - Acts as a resource to customers based on intimate knowledge of relevant industries and needs
• Solution Complexity/Strategic Thinking
• Nature of Problems Solved - Solves complex problems which may require unique solutions (e.g., unique applications of existing technologies) that are used across the business in similar situations
• Role in Addressing Problems - Leads problem resolution, identifies appropriate resources, develops contingency plans
• Complexity of Solutions - Typically medium to high complexity; has several complex projects, all which require unique coordination of technical resources; multi-country issues may be involved
• Freedom to Act
• Level of Guidance - Demonstrates wide latitude for decisive action which could impact business initiatives/programs; exercises independent judgment within broadly defined practices/policies in selecting approach and technique
• Takes Direction From - Manager and Business Unit Directors
• Customer Interface
• Role - Often leads semi-formal teams or significant portions of a large permanent team
• Level of Customer Contact - Multiple decision makers and influencers for large deals with complexity
• Main Level of Interaction - Leads negotiations on complex deals which may be primarily technical, financial or both
• Required Knowledge of Customer - Industry strategies and customer positioning; customer financials and business drivers
• Accountability
• Business and Financial Impact - Responsible for revenue attainment, margins where appropriate, and personal expenses
• Relative Size and Scope - Average to high individual quota for business in like roles or strategic growth potential to be there within a year or two
• Types of Projects - Moderately complex deals with a few large, complex deals
• Strategic Impact for Zebra - High in near term; medium in mid-ter