Distribution Account Channel Manager

Overview:

At Zebra, we are a community of innovators who come together to create new ways of working. United by curiosity and a culture of caring, we develop smart solutions that anticipate our customer’s and partner’s needs and solve their challenges.

Being part of Zebra Nation means you are seen, heard, valued, and respected. Drawing from our unique perspectives, we collaborate to deliver on our purpose. Here you are part of a team pushing boundaries today to redefine the work of tomorrow for organizations, their employees, and those they serve.

You’ll have opportunities to learn and lead in a forward-thinking environment, defining your path to a fulfilling career while channeling your skills toward causes you care about—locally and globally.

Come make an impact every day at Zebra.

What We're Looking For:
Job Summary:
Takes ownership of assigned distributor account(s) or territory. 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 distributors to develop and co-execute high impact launches, co-marketing campaigns, etc. to improve business for both. Focuses on distributor success, maximizes distributor value, and facilitates distributor and Zebra relationship. Enable distributor growth, readiness and capability by developing and executing an effective business development plan; utilizes sponsorships, marketing initiatives, etc. to promote partnership and improve Zebra business within the distributor eco system. Manage distributor metrics, including: co-op, sales out reporting, sales and technical certification training, and technical support requirements. May be responsible for indirectly managing or influencing the Account Reps supporting the channel/customer and service and supply chain related to the distributor eco system.
Essential Duties and 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, comp

Job Requirements

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

Benefits:

We understand the importance of work-life balance and wellbeing, which is why we offer flexibility for our teams including: hybrid work, adaptable hours, Summer Flex Fridays, Focus Fridays, and an annual companywide well-being day to promote revitalization and success.

Job Posting Statement:

To protect candidates from falling victim to online fraudulent activity involving fake job postings and employment offers, please be aware our recruiters will always connect with you via @zebra.com email accounts. Applications are only accepted through our applicant tracking system and only accept personal identifying information through that system. Our Talent Acquisition team will not ask for you to provide personal identifying information via e-mail or outside of the system. If you are a victim of identity theft contact your local police department.

AI Technology Statement:

Zebra Technologies leverages AI technology to evaluate job applications using objective, job-relevant criteria. This approach enhances efficiency and promotes fairness in the hiring process. However, every decision regarding interviews and hiring is made by our dedicated team, because we believe people make the best decisions about people. For more on how we use technology in hiring and how we process applicant data, see our Zebra Privacy Policy .