Key Account Manager Executive - Transportation & Logistics (Remote Nashville)

Remote Work: Yes

Takes ownership of assigned end-user account(s) or territory for one of Zebra's strategic key accounts in the T&L (Transportation & Logistics) vertical; 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.

This remote opening must reside in the US, ideally near/around Nashville, TN. Willing to consider talent in the midwest or eastern states that can accommodate frequent travel to Nashville, TN and other locations as needed. 50% travel to be expected. 

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

Note: The statements herein are intended to describe the general nature and level of work being performed by employees, and are not to be construed as an exhaustive list of responsibilities, duties, abilities, and skills required of personnel so classified

Minimum Qualifications:

• Bachelors degree or equivalent experience
• 8+ years of B2B sales experience selling technology-related solutions
• Experience selling to customers in the Transportations & Logistics (T&L) vertical (**please ensure resumes submitted clearly show this experience). Willing to be flexible on vertical experience with internal employee applicants
• Must reside in the US, ideally near/around Nashville, TN. Willing to consider talent in the midwest or eastern states that can accommodate frequent travel to Nashville, TN and other locations as needed. 50% travel to be expected. 

Preferred Qualifications:

• BA preferred
• Stellar executive engagement skills with an ability to establish trusted advisor relationships with business decision makers at the C-level
• Experience managing and closing complex sales cycles and using solution selling concepts
• Understanding of the channel a plus
• Must be able to communicate and successfully collaborate with cross-functional teams/stakeholders and leverage internal resources

Zebra is an equal opportunity/affirmative action employer committed to a diverse and inclusive workplace All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, 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 workplace.accommodations@zebra.com. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.

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 crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Zebra is a federal contractor and is committed to an alcohol and drug free workplace. As a result, all U.S. based employees are subject to the Drug and Alcohol Free Workplace Policy and Procedure.

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: USD 111800.00 - USD 167800.00 Yearly

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.