Account Mgr Exec

Takes ownership of assigned end-user account(s) or territory; develops and executes sales strategy for assigned account(s) or territory with manager's input; develops strong relationships with key customer contacts and leverages to Zebra's advantage; creates and delivers high impact sales presentations and capable of product training; often used for those with strong technical background but limited sales experience or strong sales with limited product/market understanding. Develops and executes sales strategies with minimal input from manager for a higher level of financial responsibility; proactively sells solutions encompassing a wide range of products or services; as required leverages relationships with other business units and/or external partners to deliver solution; Develops strong relationships with key decision makers and influencers; Initiates and leads customer presentations and value proposition creation. Generally reserved for top 10% most senior sales talent with greatest responsibilities; leads business planning, including participation in quota setting and defining overall sales strategy; anticipates customer needs and works to define innovative solutions; develops strong relationships with corporate-level executives and industry influencers; leads creation of innovative solutions for others to sell.

• Knowledge/Expertise
  • Technical Skills - Helps develop Zebra technical solutions; expert in some areas
  • Knowledge of Zebra - Helps create Business/Industry products/services strategy, often crossing multiple businesses
  • Sales Skills - Leads teams in development of advanced solution selling concepts and partnership creation; proven sales success only
  • Managerial Skills - Full knowledge of all relevant business policies and practices; strong ability to energize and lead others
  • Business Acumen - Conducts root cause analysis and improves long term profitability in a variety of situations; a S.W.O.T. expert; anticipates future customer needs
  • Market/customer Knowledge - Applies both strategic and tactical understanding of markets to ensure Zebra wins in the marketplace
• Solution Complexity/Strategic Thinking
  • Nature of Problems Solved - Solves complex problems which may require unique solutions which are used across geographies, industries, etc.
  • Role in Addressing Problems - Leads problem resolution, identifies appropriate resources, mitigates future risk
  • Complexity of Solutions - Typically high complexity; many with little precedent and often crosses international borders
• Freedom to Act
  • Level of Guidance - Determines and pursues courses of action essential in obtaining desired outcomes.; operates with broad autonomy to make decisions that impact sales effectiveness and will help meet or hinder a business in meeting objectives
  • Takes Direction From - Business Unit General Management
• Customer Interface
  • Role - Leads formal teams or manages sales personnel
  • Level of Customer Contact - Highest level of decision makers on largest and most complex systems
  • Main Level of Interaction - Defines project customer interface and assists teams on largest deals
  • Required Knowledge of Customer - Industry direction and customer strategic business plan for future
• Accountability
  • Business and Financial Impact - Manages sales and support resources directly or indirectly; responsible for revenue, margins and departmental expenses
  • Relative Size and Scope - Sustained very high quota and results over multiple years for the business; individual or team managed has a large impact on a Business unit
  • Types of Projects - Large complex deals or very large volume of moderate deals
  • Strategic Impact for Zebra - High in near and mid-term

• Bachelors or equivalent experience; advanced degree (e.g., MBA) common
• 12+ years of applicable work experience
• Helps develop Zebra technical solutions; expert in some areas
• Leads teams in development of advanced solution selling concepts and partnership creation; proven sales success only
• Full knowledge of all relevant business policies and practices; strong ability to energize and lead others