Zebra Technologies Sr OEM Account Manager (East) in Atlanta, Georgia

Overview

The person in this role is responsible for the recruitment, enablement, and development of new, OEM partners in the Eastern U.S. within one or more Vertical Markets. In addition, this person will drive the OEM strategy with a handful of existing ‘named’ OEM Partners. They will ensure we have the right OEM partners to effectively advance our portfolio of solutions into the various vertical / segment(s). The success of the role will be measured on a combination of Design Activity, Design Wins, OEM Bookings / Revenue, and the ability to collaborate effectively. While there will be a number of existing OEM accounts, this is intended to be a strategic New Business role—fulfilling the “trusted advisor” role.

This remote opportunity can be based anywhere in the Eastern US, ideally in Atlanta or a major metro area, near a major airport. 50% travel is expected).

Responsibilities

  • Identify, evaluate, recruit, and develop strategic vertically focused OEM partners with a strong enterprise mobility, scanning application and / or EAI value proposition

  • Align with the OEM team members and determine short list of strategic recruits to enable our success in a selected vertical or market segment (ie.. Drones, Automation, AI, etc…)

  • Develop an OEM strategy for an assigned territory over time or a market segment which includes targeted partners, key applications, and strategic activities necessary to drive success.

  • Be able to clearly articulate target markets these companies can help to address including size of markets, and value proposition the prospect company has addressing that market as a potential OEM.

  • Meet or exceed annual OEM Targets – Design Activity and Bookings / Revenue.

  • Align / collaborate with product business units and ensure we have the right OEM product offers at the right price / GM for the assigned vertical / market segment

  • Focus on Partner Success. Maximize Partner Value. Facilitate Partner & Zebra relationship. Enable Partner growth, readiness & capability.

  • Educate Partner(s) on Zebra OEM products and offerings. Establish a joint technology roadmap as appropriate which may include a business plan and marketing plan.

  • Manage your OEM partner eco-system - including: Contract Manufacturers, Design Shops, direct OEMs…

  • Attain “trusted advisor” status with your Partner(s). Manage Partner Conflict. Advocate for the OEM.

  • Align & Collaborate with the larger GTM Zebra model. Make OEM strategic & growth oriented.

  • Fully embrace the SFDC Sales Ops tools, processes and methodologies… (ie.. Pipeline metrics, Design Activity metrics, …)

Qualifications

  • Four-year college degree preferred or equivalent work experience in addition to minimum selling experience

  • Minimum of 5-8 + years of selling experience primarily in a technically driven channel environment.

  • Preferably OEM Sales / various Industry experience.

  • Performance Requirements: Include the following competencies:

Functional Technical Skills– Demonstrate a sophisticated level of business and financial acumen. Solid understanding of internal management systems/tools. Possess the ability to convey Zebra Product Knowledge and participate in technical discussions at an appropriate level. Stays abreast of overall industry trends and knowledge. Skillful in negotiating with both internal and external groups. Demonstrated legal awareness and capabilities. Advanced conflict management capabilities resulting in win—win take away for all involved parties.

Getting Results– Drives for results and can be counted on to consistently meet and exceed goals. Employs an action orientated approach—not fearful of acting without a great deal of planning. Demonstrates an advanced understanding of time management techniques including the ability to prioritize activities and accomplish more in less time than others. Perseveres under the most adverse circumstances especially in the face of resistance or setbacks.

Strategy, Planning & Reporting – Dedicated to meeting the expectations and requirements of internal and external customers through exemplary customer focus always striving to attain “trusted advisor” status. Actively plans—scopes out the length and difficulty of tasks and projects, sets, objectives and goals. Listens attentively to both verbal and nonverbal signals form Partners. Marshals resources (people, funding, materials and support) to get things done. Has the ability to multi-process. Spends his/her time on what’s important through priority setting and aligning activities with established goals and objectives. Uses rigorous logic and methods to solve difficult problems with effective solutions. Is able to professionally Report / Present on-going plans, activity, results vs plan on regular cadence as requested by the mgnt team.

Self-Management & Development –Viewed as widely trusted and truthful individual, adheres to high level of ethics and exemplifies Motorola core values and beliefs at all times, employs effective presentations skills in a variety of settings and has the ability to be flexible and modify approach midstream when something is not working. Is personally committed to and actively works at a continuous improvement process for him/herself.

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Zebra is an equal opportunity/affirmative action employer committed to a diverse and inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, ancestry, marital status, age, sexual orientation, gender identity, national origin, disability status, 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 847.793.6772.

The EEO is the Law poster is available. The EEO is the Law poster supplement is available.

Job ID 57230

Function Sales