Senior Manager of Channel Sales; Onsite - Chicago

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 customers’ and partners’ 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 and push boundaries today to redefine the work of tomorrow for organizations, their employees, and those they serve.

First‑level sales management directly managing Channel Development 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 the same. Embodies One Zebra ahead of personal achievements.

Establishes operational objectives and sales plans, delegates assignments to subordinates, and may develop and execute policies that affect operations and the wider company. 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 or territory goals (e.g., $25 million in the U.S.).

• Technical Skills – Helps develop Zebra technical solutions and is an expert in some areas.
• Knowledge of Zebra – Helps create business/industry product and service strategy, often across multiple businesses.
• Sales Skills – Leads teams in developing 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; 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.

• Nature of Problems Solved – Solves complex problems that may require unique solutions used across geographies and industries.
• 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 cross international borders.

• 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.
• Takes Direction From – Business Unit General Management.

• 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 large 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 a very large volume of moderate deals.
• Strategic Impact for Zebra – High in near and mid‑term.

• Bachelor’s degree or equivalent experience.
• 12+ years of B2B sales experience selling technology‑related offerings via channel partners and/or end‑user customers.
• Experience recruiting, hiring, and managing a team of sales reps (external); internal candidates may be considered.
• Must reside in the U.S. with the ability to work a five‑day in‑office schedule from the downtown Chicago…