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Senior Federal Account Manager (Remote DC) - San Jose California
Company: Zebra
Location: San Jose, California
Posted On: 09/20/2024
Remote Work: YesOverview: At Zebra, we are a community of innovators who come together to create new ways of working to make everyday life better. United by curiosity and care, we develop dynamic solutions that anticipate our customer's and partner's needs and solve their challenges. Being a part of Zebra Nation means being seen, heard, valued, and respected. Drawing from our diverse perspectives, we collaborate to deliver on our purpose. Here you are a part of a team pushing boundaries to redefine the work of tomorrow for organizations, their employees, and those they serve. You have opportunities to learn and lead at a forward-thinking company, defining your path to a fulfilling career while channeling your skills toward causes that you care about - locally and globally. We've only begun reimagining the future - for our people, our customers, and the world. Let's create tomorrow together.Takes ownership of assigned Federal Government end-user accounts, develops and executes sales strategy for assigned accounts with manager's input. Develops strong relationships with key customer contacts and leverages to Zebra's advantage; creates and delivers high impact sales presentations, strategic discussions and capable of product training. Develops and executes sales strategies; proactively sells solutions encompassing a wide range of products and services. As required leverages relationships with other business units and external partners to deliver customer results. Develops strong relationships with key decision makers and influencers; Initiates and leads customer presentations and value proposition creation.This remote role must reside in the US near/around Washington, DC metro area with the ability to travel - 50%.Responsibilities: - Knowledge/Expertise
- Must have prior Department of Defense experience with advanced knowledge of US Army, US Air Force and/or other related departments/agencies
- Understanding of Federal Government contracting and budgeting processes
- Working knowledge of and active contacts within the Federal partner, System Integrator, ISV and end user ecosystem
- Technical Skills - Uses advanced 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
- 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 Other Business Leaders
- Customer Interface
- Role - Often leads semi-formal teams, must be a consistent and primary interface for Zebra at the end customer
- Level of Customer Contact - Multiple decision makers and influencers for large deals with complexity, must constantly communicate with the channel partners
- 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
- Active participation in Department of Defense industry events and activities
- 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
- Types of Projects - Moderately complex deals with a few large, complex deals
- Strategic Impact for Zebra - High in near term
- Accurate, timely and complete sales reporting and forecastsQualifications:Minimum Requirements:
- Bachelors or equivalent experience
- 5 + years of selling technical solutions to US Federal Government agencies
- Must have Department of Defense (DOD) experience ideally with US Army, US Air Force and/or other related departments/agencies **Please ensure resumes submitted clearly showcase DOD experience)
- Must reside in the US near/around Washington, DC metro area with the ability to travel - 50%Preferred Qualifications:
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