Senior Business Development Manager (Remote)

Overview

The Business Development Manager leverages strong business acumen and strategic relationship building to expand go to market capabilities in partnership with the cellular carriers, specifically AT&T, to advance sales engagement across multiple markets.

This role develops and executes sales strategy for products, services, and solutions including mobilizing strategies for new products, leading sales enablement efforts internally as well as externally, and supports relationship advancement opportunities within this key partnership, leveraging to Zebra’s advantage. The Business Development Manager demonstrates strong portfolio knowledge and understanding of value proposition to key decision makers, delivers high impact sales presentations and engagement opportunities amongst sales professional peers and senior leadership, and leverages relationships across internal business units and partners to deliver outlined results.

This is a reased role that can reside anywhere in the US. ~ 50% travel to be expected.

Responsibilities

• Knowledge/Expertise
  • Market Expertise – Acts as a resource based on intimate knowledge of relevant industries and needs such as cellular carrier priorities and business structure
  • 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
• 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
• 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

• Bachelor’s degree or equivalence
• 5+ years in B2B technology sales
• Cellular carrier experience required
• Must reside in the US with the ability to travel up to 50%

Preferred Qualifications

• Business development experience strongly sought after
• Proven success selling Mobility-related solutions
• The ability to execute strategic sales strategy
• Experience selling into Public Safety a differentiator
• Demonstrated ability to influence, communicate with and grow C-level relationships with customers and internal leadership/business units
• Must be comfortable with change and possess the ability to work in a fast-paced, high-pressure environment