Senior Manager of Channel Sales (Hybrid - Lincolnshire)

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 First level sales management directly managing Account Managers, Channel Managers, Sales Engagement Managers, etc. Attains results within Zebra management policies and practices. Personal objectives typically defined as a "roll-up" of all sales resources reporting to the Sales Manager. Generally considered an excellent coach, helping others attain sales success. Understands own product portfolio extremely well and knows how to win relative to competition; teaches others same. As with all management, embodies One Zebra ahead of personal achievements. Establishes operational objectives and sales plans, and delegates assignments to subordinates, including Sales Managers. Involved in developing and executing policies that affect immediate operations and may also have region/company

• wide effect.

Establishes and manages budgets, schedules, work plans, and performance requirements. Exercises full supervision in terms of costs, methods and staffing. Role typically requires a minimum direct sales quota consistent with regional/territory goals (e.g., $25 million in the U.S.). First level sales management directly managing Channel Managers. Attains results within Zebra management policies and practices. Personal objectives typically defined as a "roll-up" of all sales resources reporting to the Sales Manager. Generally considered an excellent coach, helping others attain sales success. Understands own product portfolio extremely well and knows how to win relative to competition; teaches others same. As with all management, embodies One Zebra ahead of personal achievements. Establishes operational objectives and sales plans, and delegates assignments to subordinates, including Sales Managers. Involved in developing and executing policies that affect immediate operations and may also have region/company

• wide effect.

Establishes and manages budgets, schedules, work plans, and performance requirements. Exercises full supervision in terms of costs, methods and staffing. Role typically requires a minimum direct sales quota consistent with regional/territory goals (e.g., $25 million in the U.S.). This role is posted internally-only. Qualified employees must be able to work a hybrid schedule (3 days in office in Lincolnshire, 2 days remote) with the ability to also travel ~ 25%.

Essential Duties and Responsibilities :

Knowledge/Expertise Technical Skills

• Helps develop Zebra technical solutions; expert in some areas Knowledge of Zebra
• Helps create Business/Industry products/services strategy, often crossing multiple businesses Sales Skills
• Leads teams in development of advanced solution selling concepts and partnership creation; proven sales success only Managerial Skills
• Full knowledge of all relevant business policies and practices; strong ability to energize and lead others Business Acumen
• Conducts root cause analysis and improves long term profitability in a variety of situations; a S.W.O.T. expert; anticipates future customer needs Market/customer Knowledge
• Applies both strategic and tactical understanding of markets to ensure Zebra wins in the marketplace Solution Complexity/Strategic Thinking Nature of Problems Solved
• Solves complex problems which may require unique solutions which are used across geographies, industries, etc. Role in Addressing Problems
• Leads problem resolution, identifies appropriate resources, mitigates future risk Complexity of Solutions
• Typically high complexity; many with little precedent and often crosses international borders Freedom to Act Level of Guidance
• Determines and pursues courses of action essential in obtaining desired outcomes.; operates with broad autonomy to make decisions that impact sales effectiveness and will help meet or hinder a business in meeting objectives Takes Direction From
• Business Unit General Management Customer Interface Role
• Leads formal teams or manages sales personnel Level of Customer Contact
• Highest level of decision makers on largest and most complex systems Main Level of Interaction
• Defines project customer interface and assists teams on largest deals Required Knowledge of Customer
• Industry direction and customer strategic business plan for future Accountability Business and Financial Impact
• Manages sales and support resources directly or indirectly; responsible for revenue, margins and departmental expenses Relative Size and Scope
• Sustained very high quota and results over multiple years for the business; individual or team managed has a large impact on a Business unit Types of Projects
• Large complex deals or very large volume of moderate deals Strategic Impact for Zebra
• High in near and mid-term Requirements Bachelor's degree or equivalent experience 12 + years of B2B sales experience selling technology-related offerings via channel partners and/or end-user customers Must reside in the US, near/around Lincolnshire, IL with the ability to work a hybrid schedule (3 days in office in headquarters, 2 days remote).

~ 25% travel is also to be expected. Preferred Qualifications Experience recruiting, hiring and managing a team of sales reps preferred Experience working with channel partners/understanding the partner community Experience in strategic planning and execution Knowledge of structuring sales quota goals and revenue expectations Exceptional written and verbal communication skills Highly proficient computer skills including email, MS Word, Excel, PowerPoint Knowledge of technology, including software, hardware, and/or networking preferred Ability to influence and inspire on behalf of the business and influence and operate cross-functionally to drive the growth of the business Demonstrated passion for developing, motivating and managing a team of sales professionals; strong ability to energize and lead others at various experience levels Excellent time management, communication, decision-making, presentation, and organizational skills Equal Opportunity Employer Zebra is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability and 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 workplace.accommodations@zebra.com.

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//www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.

pdf Conozca Sus Derechos https:

//www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRightsSp_10_20.pdf We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. Pay Range $111,880.00

• $167,820.

00 Annual Incentive Compensation In addition to base pay, Zebra offers this role an opportunity to earn variable compensation in the form of commission for achieving quota, at 67% , in accordance with the terms of the applicable sales incentive plan. Zebra Total Rewards Zebra Total Rewards includes more than just pay and is structured to meet the needs of our changing global business and evolving talent. We are committed to providing our employees with a benefits program that is comprehensive and competitive

• including healthcare, wellness, inclusion networks, and continued learning and development offerings.

We offer community service days, in addition to the traditional insurances, compensation, parental leave, employee assistance program and paid time off offerings depending on the country where you work. Salary offered will vary depending on your location, job-related skills, knowledge, and experience. Additionally, all Zebra roles are eligible for cash incentive programs. For example, sales roles have additional opportunity to earn substantial variable compensation tied to quota achievement. In most other roles, the Zebra annual cash incentive program links Company and individual performance together. Some roles may also be eligible for long-term incentive equity awards. 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.