Zebra Technologies Senior Channel Manager in Columbia, South Carolina


Key attributes for the candidate are as follows:

Channel accountabilities:

  • Responsible for partner recruitment for each target market within the Region

  • Create plan to train, motivate & retain each new partner

  • Concurrently, proactively collaborate with Zebra CAM counterparts to identify existing Zebra partners and introduce them to the Xplore product portfolio

End User accountabilities:

  • Identify the key end users per state that fall within our target verticals

  • Analyize the present state (i.e. current Zebra customer, net/new opportunity)

  • Drive engagement directly with Zebra CAM/TAM to gain entry to end user, or call on them directly with an current Zebra/Xplore partner

General Industry Knowledge / Skill Set:

  • Background & expertise in rugged computing or mobile computing preferred

  • Understanding of the vertical segments that Zebra current competes in, as well as key drivers affecting mobility needs for these customers

  • Past or current experience at the partner or manufacturer level a plus

Additional Details & Requirements:

  • Must be able and willing to commit to (3) days in the field per week

  • Weekly overnight stays are a requirement due to size of the Region

  • Must reside within the East Coast Region

  • Must reside not more than 1.5 hours from a major airport

Takes ownership of assigned channel account(s) or territory; develops and executes sales strategy for assigned account(s) or territory with manager’s input; develops strong relationships with key channel contacts and leverages to Zebra’s advantage; utilizes sponsorships, marketing initiatives, etc. to promote partnership and improve Zebra business within the channel. Plan and execute new solution launches within channel and delivers high impact sales presentations and product training. Develops and executes sales strategies with minimal input from manager for a higher level of financial responsibility; proactively sells solutions encompassing a wider range of products or services; partners with channel to develop and co-execute high impact launches, co-marketing campaigns, etc. to improve business for both. Develops channel approaches and tools which will be used by others in similar situations. May be responsible for indirectly managing or influencing the Account Reps supporting the channel/customer and service and supply chain related to the channel.


  • 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-term


  • Preferred Education:

  • Bachelors or equivalent experience; advanced degree preferred.

  • Preferred Work Experience (years):

  • 5-8 years of applicable work experience.

  • Key Skills and Competencies:

  • 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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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 53823

Function Sales