Zebra Technologies Strategic Partner Development Manager in Holtsville, New York


ZEBRA is looking for a world class candidate to manage a small elite portfolio of very strategic ZEBRA technology partners. Your job will be to use these strategic partners to help deliver on ZEBRA strategy to drive enterprise adoption of the ZEBRA solutions and services.

Responsibilities will include driving C-level and field relationships with your partners and with the ZEBRA sales field, guiding the development and launch of joint solutions with large global technology companies and executing joint GTM plans. By establishing and growing business and technical relationships while managing the day-to-day partner interactions, you will be responsible for driving top line revenue growth and overall market adoption.

The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to manage joint GTM efforts and to easily interact with enterprise customers. This person should have a demonstrated ability to think strategically about business, product, and technical challenges within multiple technology segments as well as the capacity to build and convey compelling value propositions. The position also requires a strong technical acumen.


  • Work with multiple sales and technical teams within both ZEBRA and each partner to define and execute joint technology, marketing and sales initiatives.

  • Serve as a key member of the ZEBRA alliance team in helping to define and deliver the overall go-to-market strategy.

  • Engage each partner’s field sales organizations, channels and end customers to create and drive revenue opportunities for ZEBRA.

  • Ensure that there is a strategic business development plan for target markets and ensure it's in line with the ZEBRA strategic direction. This includes the creation of detailed account plans to track partner progress and achievement to goals.

  • Set and manage revenue targets and work with your team, each partner and ZEBRA sales organizations to achieve/exceed goals.

  • Create and execute the team's business plan with key internal stakeholders (e.g. service teams, marketing, PR, legal, support, etc.).

  • Identify joint customer segments and industry verticals to approach with a joint value proposition for using ZEBRA.

  • Ensure that ZEBRA sales field and partner business managers work closely with each partner’s customer base to maximize success using our web services.

  • Work to ensure that ZEBRA is each partner’s preferred platform across all partner product lines.

  • Understand the technical requirements of each partner and work closely with the internal ZEBRA development team to guide the direction of our product offerings.

  • Prepare and give business reviews to the senior management team.

  • Manage complex negotiations and serve as a liaison to the legal group when required.

  • Create and execute operational rigor including territory management, account management, and business reviews (internal/external).


The right candidate will possess 5 + years of sales management and/or business development experience in the technology services industry, with proven ability to build profitable ecosystem technology partnerships.

  • Ability to create and meet joint solution, strategies and tactical plans.

  • Consistently exceed quota and key performance metrics.

  • Demonstrated ability to engage and influence C-level executives.

  • Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.

  • Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technologies as well as virtualization and Software as a Service delivery models.

  • Strong verbal and written communications skills are a must, as well as the ability to work effectively across internal and external organizations.

  • PC proficiency, with knowledge of Microsoft PowerPoint, Word and Excel

  • Ability to travel 50% of the time

  • Preferred Education:

  • Bachelors or equivalent experience; advanced degree preferred.

  • Preferred Work Experience (years):

  • Minimum 5 years of applicable work experience; Value Added Reseller background and sales experience

  • Key Skills and Competencies:

  • Computer Science background preferred

  • 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.

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

Job ID 57353

Function Sales