Account Mgr Sr

Glen Waverley, VIC
Permanent
Full-time

1 month ago

Remote Work: NoOverview: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 reimaging the future - for our people, our customers, and the world.Let's create tomorrow together.

Takes ownership of Manufacturing, transport, logistics and Government end-user account(s) in Victoria, South Australia and Tasmania territory.
Develops and executes sales strategy for assigned account(s) and territory
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.

Responsibilities:

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

Qualifications:

Bachelors or equivalent experience; advanced degree preferred
5-8 years of applicable work experience
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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