Account Manager Jr. at Zebra… · Autonomou…

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: To support the expansion of Zebra’s market share by managing and nurturing relationships with assigned accounts and channel partners. A Junior KAM at Zebra acts as a strategic bridge, driving transactional and moderately complex solution sales (such as Mobile Computing, Barcode Scanning, RFID, and Software solutions) across key verticals. The role operates under general supervision, making decisions of moderate complexity that directly impact project deliverables, and exercising professional judgment to assess operational trade-offs.

1. Account Management & Relationship Building

• Build and maintain strong, long-lasting customer relationships with key stakeholders and decision-makers within assigned accounts.
• Identify opportunities to upsell and cross-sell within existing accounts to maximize revenue potential and increase Zebra’s wallet share.
• Work closely with internal cross-functional teams (e.g., technical pre-sales, marketing, product development, and channel operations) to ensure seamless service delivery and high customer satisfaction.

2. Strategic Sales Execution

• Develop and execute comprehensive sales strategies aligned with both Zebra's organizational goals and customer business objectives.
• Apply solution-selling techniques to propose tailored products and services that effectively address customer challenges and deliver measurable business results.
• Meet or exceed individual sales quotas, revenue targets, and customer satisfaction benchmarks.

3. Solution Expertise & Market Alignment

• Develop and maintain a deep understanding of Zebra products, solutions, and technologies to effectively address customer needs and provide tailored recommendations.
• Contribute to the development of business products and services while understanding, respecting, and adhering to multi-business protocols and internal guidelines.
• Monitor industry trends and competitor activities to position Zebra's solutions effectively in the market.

Decision-Making & Autonomy (Scope of Work)

• Work under general supervision, receiving guidance on overall objectives but owning the tactical execution.
• Make decisions of moderate complexity that directly impact project deliverables and account milestones.
• Exercise judgment in approach, demonstrating the agility to assess situations and handle trade-offs when navigating client or channel requirements.

Requirements & Competencies

• Education: Bachelor’s degree in Business Administration, Marketing, Engineering, or a related technology field.
• Experience: 1.5 to 3 years of experience in B2B technology sales, Inside Sales, or Channel Account Management (experience in hardware distribution, telecom, or SaaS is a plus).
• Key Systems: Familiarity with CRM tools (ideally Salesforce / SFDC) to track opportunities and manage sales pipelines.
• Language: Advanced / Fluent English (essential for interacting with regional leadership and global teams).

1. B2B Sales & Account Management Basics

• Relationship Management: Ability to nurture, build, and maintain long-term trust-based relationships with key decision-makers and partner ecosystems .
• Sales Cycle Management: Familiarity with the end-to-end B2B sales cycle, including prospecting, qualifying leads, managing pipeline health, and closing deals .
• Pipeline & Forecast Accuracy: Proficiency in tracking sales opportunities, utilizing CRM software (preferably Salesforce / SFDC), and submitting weekly sales forecasts .

2. Business & Financial Acumen

• Solution Selling & ROI Articulation: Ability to clearly communicate the Return on Investment (ROI) of Zebra's hardware and software portfolios to address operational pain points (e.g., reducing shrinkage, accelerating fulfillment, improving asset visibility) .
• Market & Competitive Intelligence: Capability to conduct basic competitor analysis and pricing reviews to effectively position Zebra against competitors .

3. Channel & Partner Enablement (Zebra’s Core Model)

• Indirect Sales Ecosystems: Understanding of how to sell through and support distributors, Tier 1/2 resellers, and independent software vendors (ISVs) .
• Co-Marketing & Funding: Basic knowledge of driving joint business activities and coordinating Marketing Development Funds (MDF) to support partner campaigns .
• Joint Business Planning (JBP): Supporting senior sales leaders in developing basic joint plans with partners to capture larger market wallet share .

4. Technical Aptitude & Zebra Portfolio Familiarity

• Product Knowledge: Readiness to learn and build a basic-to-moderate understanding of Zebra's core portfolio, including:Enterprise Mobile Computers & Tablets .Barcode Scanners & Thermal Printers .RFID & Locationing Technologies .SaaS / Enterprise Software Solutions .
• Cross-Functional Collaboration: Ability to sync with Solutions Engineers, Technical Support, and Product Managers to resolve minor technical compatibility issues during a sale .

5. Soft Skills & Productivity Tools

• Excellent Communication & Presentation Skills: Confident in delivering product demonstrations and business reviews virtual or over the phone .
• Agile Mindset & Proactivity: High degree of self-motivation, a strong work ethic, and adaptability in a fast-paced technology landscape .
• MS Office Proficiency: Advanced skill level in MS Excel (for data and pricing reviews), PowerPoint (for customer presentations), and Outlook .

Ideal Candidate Requirements (Qualifications)

• Education: Bachelor’s degree in Business, Marketing, Engineering, or a related technology field .
• Experience: 1.5 to 3 years of experience in B2B tech sales, Inside Sales, or Channel Account Management (hardware or SaaS background is highly preferred) .
• Language: Advanced or fluent English communication skills (written and spoken) .

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.