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About the Role

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.

Responsibilities

Guides the development of integrated Zebra software solutions.
Shapes the strategic direction for a significant portion of Zebra's software business, ensuring alignment across multiple product lines and business units.
Helps define and instill the value-based and solution-selling skills required for success in complex, enterprise software sales cycles.
Creates and refines sales processes and policies tailored to the software development lifecycle and agile go-to-market strategies.
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.
Collaborates with customers to pioneer market-changing software and data strategies, leveraging Zebra's technology to create a competitive advantage.
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.
Proactively anticipates and resolves technical and business roadblocks in the sales cycle.
Initiates actions to prevent future issues and ensures customer success.
Architects high-complexity, often unprecedented software solutions that may span multiple regions and require deep integration with customer legacy systems.
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.
Manages sales managers and senior software sales personnel handling the most complex and strategic customer accounts.
Engages with C-suite executives, including CIOs, CTOs, and VPs of Technology, to drive strategic alignment and adoption of Zebra's software platforms.
Defines the strategic customer engagement model for Zebra's top software accounts, setting the stage for long-term partnerships and success.
Understands the customer's future technology roadmaps, digital transformation initiatives, and key business priorities to position Zebra's software as a critical solution.
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).
Leads the most complex, high-value software deals that are critical to the success of the business.
High impact on near, mid, and long-term software strategy and market share growth.

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.
Advanced degree preferred
Competency in AI tools
Experience developing sales roadmaps
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

Skills

Enterprise software architecture
Cloud platforms (e.g., AWS, Azure)
SaaS business models
Software sales leadership
Value-based selling
Solution selling
Enterprise software sales cycles
Software development lifecycle
Agile go-to-market strategies
AI
IoT
Data analytics
API development
Enterprise-wide data management strategies
Strategic thinking

Location

US - Eastern Region
Remote

Work Type

Remote
Full-time

Experience Level

15+ years software and enterprise application selling
5+ years direct sales management

Education Level

Bachelor's degree
Advanced degree preferred

Salary/Compensations

$133,440.00 - $200,160.00 Annual
Commission for achieving quota
Variable compensation tied to quota achievement
Annual cash incentive program
Long-term incentive equity awards may be available

Benefits

Healthcare
Wellness programs
Inclusion networks
Continued learning and development offerings
Community service days
Traditional insurances
Parental leave
Employee assistance program
Paid time off

About the Company

Zebra is 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.

Equal Opportunity

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.
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.