ISV Business Development

Remote Work:
Yes

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 a 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 a 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.

We are seeking a motivated and dynamic ISV Business Development Representative to drive the growth and expansion of our ISV partner ecosystem in North America. This role combines market analysis with relationship‑building responsibilities to identify, engage, and nurture partnerships with non‑transacting partners such as independent software vendors (ISVs), consultants and complementary hardware firms.

The ideal candidate will play a pivotal role in the early stages of the partnership lifecycle, from identifying high‑potential partners to cultivating relationships that align with Zebra’s strategic objectives. This position offers a unique opportunity to gain exposure to strategic alliance management while contributing to Zebra’s long‑term revenue growth.

• Knowledge/Expertise
  • Technical Skills – Uses moderate domain/solutions knowledge
  • Knowledge of Zebra – Utilizes solid understanding of all Products/Services in business
  • Sales Skills – Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
  • Managerial Skills – Understands policies and practices related to role and shares ideas for improvement
  • Business Acumen – Understands and explains how Zebra solutions can help customer's business results; obtains profitable revenue growth via value proposition vs. competition. Analyze vertical market data, business trends, and Zebra’s product roadmap to target high‑potential partners across industries
  • Market/Customer Knowledge – Uses full knowledge of customer's business and market economics/trends to position effectively versus competition
  • Review in‑depth market research to identify and curate a pipeline of potential partners aligned with Zebra’s North America strategy.
• Solution Complexity/Strategic Thinking
  • Nature of Problems Solved – Solves routine problems of moderate complexity (e.g., verifying technical compatibility) at the customer level
  • Role in Addressing Problems – Understands and resolves problems with support from technical resources
  • Complexity of Solutions – Typically medium complexity (e.g., value proposition vs. competition), but may have some complex projects that require unique coordination of technical resources
• Freedom to Act
  • Level of Guidance – Works under general supervision. Makes decisions of moderate complexity that impact deliverables of projects; exercises judgment in approach, sometimes requiring and assessing tradeoffs
  • Takes Direction From – Group Manager and Directors
• Customer Interface
  • Partner Facing Role – Acts independently or as a team lead for ad‑hoc teams
  • Initiate contact with potential partners using cold outreach methods such as phone, email, and Linked In to secure introductory meetings.
  • Collaborate with internal stakeholders to nurture relationships with registered, new and potential partners.
  • Build and maintain long‑term relationships with early‑stage partners, positioning them for growth within Zebra’s partner ecosystem.
• Accountability
  • Business and Financial Impact – Responsible for individual revenue attainment with established prices and personal expenses
  • Relative Size and Scope – Moderate to average individual quota size for business and like roles
  • Types of Projects – Many transactions with some moderately complex deals
  • Strategic Impact for Zebra – Medium/mid‑term
  • Collaborate with internal teams, including industry strategy…