Director Of Sales - Retail (West)

Zebra Technologies Corp. Olympia , WA 98513

Posted 2 months ago


At Zebra, we're reinventing how businesses operate at the enterprise edge - helping them run faster, smarter, and more connected than ever before. A dynamic community of builders, doers and problem solvers, we each play a unique role - shaping new technologies, bringing solutions to market, and partnering with companies on the front line of business.

Being a part of Zebra means making your mark as we make digital transformation a reality. It means growing into a leader at a leading company that makes a distinct difference - because together, we've only just begun. We build today, so we can create tomorrow. Join Zebra and change the world with us.

The Director of Sales role is directly managing Senior Account Managers who support and sell into our Retail vertical. Personal objectives typically defined as a "roll-up" of all sales resources reporting to the Sales Director. 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 same. As with all management, embodies One Zebra ahead of personal achievements. Establishes operational objectives and sales plans, and delegates assignments to subordinates, including Sales Managers. Involved in developing and executing policies that affect immediate operations and may also have region/company-wide effect. Establishes and manages budgets, schedules, work plans, and performance requirements. Exercises full supervision in terms of costs, methods and staffing. Proven strategic thinker that makes go-to-market strategy and operating practice changes that get results. Considered an industry expert by employees, peers, customers, and competitors. Acts as a resource to business unit general management; responsible for developing a portion of the business unit annual and long term plans. May manage other sales directors in some cases. Proven success in sales management. Role typically requires a minimum direct sales quota consistent with regional/territory goals (e.g., $50 million in the U.S.).

This role must be based within the western region with the ability to travel post-COVID. No relocation assistance will be provided.


  • Knowledge/Expertise

  • Technical Skills

  • Helps develop Zebra technical solutions; expert in multiple areas
  • Knowledge of Zebra
  • Responsible for a portion of Zebra Business Direction/Strategy, typically crossing multiple businesses
  • Sales Skills
  • Proven sales leadership; helps define the sales skills required for Zebra success and how best to obtain them
  • Managerial Skills
  • Creates policies and practices with appropriate functional support; proven high end managerial talent
  • Business Acumen
  • Sees bigger picture and adjusts business models for sustained long term growth; develops solutions that address future industry and Zebra needs
  • Market/customer Knowledge
  • Helps customers create market changing approaches to winning across multiple Zebra business environments
  • Solution Complexity/Strategic Thinking

  • Nature of Problems Solved

  • Solves complex problems which require unique solutions (e.g. integration of multiple technologies) that impact multiple Zebra businesses
  • Role in Addressing Problems
  • Anticipates and resolves problems, initiates actions to prevent future problems
  • Complexity of Solutions
  • High complexity with unique solutions required (no precedent); may be multi regional
  • Freedom to Act

  • Level of Guidance

  • Develops Guidance for Others; sets strong precedent for innovation and personal expertise in developing creative ideas, solutions, method and techniques; accountable for decisions that have a direct impact on Zebra overall
  • Takes Direction From
  • Business Unit Senior Leaders
  • Customer Interface

  • Role

  • Typically manages sales managers or sales personnel for most complex customers
  • Level of Customer Contact
  • Generally C-Suite or director level decision makers
  • Main Level of Interaction
  • Defines the customer interface for a portion of a business or Zebra top account; sets stage for success through strategic customer interface
  • Required Knowledge of Customer
  • Future industry priorities, opportunities, and threats; future customer position
  • Accountability

  • Business and Financial Impact

  • Typically directs or controls the business outcomes for sales and non-sales groups; responsible for revenue, margins, and expenses in the current year
  • Relative Size and Scope
  • Individual or team managed has very large impact on a Business and 1-2% minimum on Zebra or strategic growth potential to be there within a year or two
  • Types of Projects
  • Most complex deals or very large volume (see quota) where projects drive business success
  • Strategic Impact for Zebra
  • High in near, mid, and long-term


Bachelor's degree or equivalent experience 12 + years of B2B end-user sales/account management experience in the Technology industry Current /previous experience directly managing teams if an external applicant; willing to be flexible for internal employees applicants This role must be based within the western region with the ability to travel within the territory post-COVID

Preferred Requirements:

  • Direct success selling into the Retail vertical a strong differentiator

  • Proven success with effectively building, leading and supporting teams with closing complex sales deals

  • Demonstrated ability to influence, communicate with and grow C-level relationships with customers and internal leadership/business units

  • Must be comfortable with change and possess the ability to work in a fast-paced, high-pressure environment

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Director Of Sales - Retail (West)

Zebra Technologies Corp.