Director Software Solutions Sales (Remote - East Region)

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:

This role drives results by leading a high-performing software sales organization within Zebra's management framework. The Director will guide a team of software sales professionals, defining strategic objectives to capture and grow Annual Recurring Revenue (ARR). As an expert coach, you will enable your team to master Zebra's Workcloud software portfolio, articulate the value of our SaaS and on-premise solutions, and consistently win against the competition. This position requires a "One Zebra" mindset, prioritizing collective success and embodying our core values and culture.

You will establish operational objectives, develop comprehensive software sales plans, and delegate assignments to your team. This involves creating and executing policies that impact immediate sales operations and have a broader, region-wide effect. You will be responsible for managing budgets, schedules, work plans, and performance requirements for the software sales division.

As a proven strategic thinker, you will be expected to evolve our software go-to-market strategy and implement operational changes that deliver tangible results. You are considered an expert in the enterprise software industry and will act as a key resource for business unit leadership, contributing to the annual and long-term strategic plans.

This remote role must reside in the US, specifically the eastern region. 60-70% travel to be expected.

Responsibilities:

• Knowledge/Expertise
  • Technical Skills: Possesses deep expertise in enterprise software architecture, cloud platforms (e.g., AWS, Azure), and SaaS business models. Guides the development of integrated Zebra software solutions.
  • Knowledge of Zebra: Shapes the strategic direction for a significant portion of Zebra's software business, ensuring alignment across multiple product lines and business units.
  • Sales Skills: Demonstrates proven leadership in software sales. Helps define and instill the value-based and solution-selling skills required for success in complex, enterprise software sales cycles.
  • Managerial Skills: Creates and refines sales processes and policies tailored to the software development lifecycle and agile go-to-market strategies.
  • Business Acumen: Possesses a forward-looking perspective on the software industry, adjusting business models to capitalize on emerging trends (e.g., AI, IoT, data analytics) and ensure long-term, sustainable growth. Develops software solutions that address future customer and industry needs.
  • Market/Customer Knowledge: Collaborates with customers to pioneer market-changing software and data strategies, leveraging Zebra's technology to create a competitive advantage.
• Solution Complexity/Strategic Thinking
  • Nature of Problems Solved: Solves highly complex business challenges requiring unique software solutions, such as the integration of multiple software platforms, custom API development, and enterprise-wide data management strategies.
  • Role in Addressing Problems: Proactively anticipates and resolves technical and business roadblocks in the sales cycle. Initiates actions to prevent future issues and ensures customer success.
  • Complexity of Solutions: Architects high-complexity, often unprecedented software solutions that may span multiple regions and require deep integration with customer legacy systems.
• Freedom to Act
  • Level of Guidance: Develops strategic guidance for the software sales organization, setting a strong precedent for innovation, creativity, and technical expertise. Accountable for decisions that have a direct and significant impact on Zebra's software revenue and market position.
  • Takes Direction From: Business Unit Senior Leaders and C-level executives.
• Customer Interface
  • Role: Manages sales managers and senior software sales personnel handling the most complex and strategic customer accounts.
  • Level of Customer Contact: Engages with C-suite executives, including CIOs, CTOs, and VPs of Technology, to drive strategic alignment and adoption of Zebra's software platforms.
  • Main Level of Interaction: Defines the strategic customer engagement model for Zebra's top software accounts, setting the stage for long-term partnerships and success.
  • Required Knowledge of Customer: Understands the customer's future technology roadmaps, digital transformation initiatives, and key business priorities to position Zebra's software as a critical solution.
• Accountability
  • Business and Financial Impact: Directly controls the business outcomes for the software sales organization. Responsible for achieving revenue targets, managing margins, and controlling expenses, with a key focus on growing subscription-based revenue (ARR/MRR).
  • Relative Size and Scope: The individual or team managed has a very large impact on a Business Unit and contributes significantly (1-2% minimum) to Zebra's overall revenue, or possesses the strategic potential to do so within two years.
  • Types of Projects: Leads the most complex, high-value software deals that are critical to the success of the business.
  • Strategic Impact for Zebra: High impact on near, mid, and long-term software strategy and market share growth.

Minimum Requirements:

• Bachelor’s degree required
• 15 + years of software and enterprise application selling experience, specifically solution and value-based selling
• 5 + years of direct sales management experience leading the strategy and direction of executive-level reps to succeed
• Demonstrated ability to influence, communicate with and grow C-level relationships with customers and internal leadership/business units
• Collaborative mindset to work cross-functionally
• Proven track record of acting as an active 'culture carrier'—not only personally embodying our core values but actively coaching, mentoring, and holding direct reports accountable to translating those values into their daily work and team dynamics
• Must be based in the US within the eastern region/states. 60-70% travel to be expected as business dictates

Preferred Requirements:

• Advanced degree preferred
• Competency in AI tools
• Experience developing sales roadmaps
• Dynamic: highly adaptable with a proven ability to successfully navigate shifting project requirements, reprioritize tasks under compressed timelines, and guide direct reports through transitions with minimal disruption
• The ability to strategically support sales reps with closing complex sales deals
• Ability to develop Zebra technical solutions to ensure ongoing relevancy in the technology market
• Must be comfortable with change and possess the ability to work in a fast-paced, high-pressure environment

Equal Opportunity Employer:

Know Your Rights:

Conozca sus Derechos:

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:

$133,440.00 - $200,160.00 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 100% , 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.

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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.