Sales Eng

Descripción de la vacante

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

Working with Account or Channel Management, owns development and execution of technology strategy. Designs solutions that meet customer needs and beat competition. Develops strong relationships with sales team, internal engineering, and key technical customer contacts and leverages to Zebra’s advantage; creates and delivers high impact solution presentations.

Essential Duties And Responsibilities

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

– Market/customer Knowledge – Uses full knowledge of customer’s business and market economics /

trends to position effectively versus competition

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

– Role – Acts independently or as a team lead for ad-hoc teams – Level of Customer Contact – Buyers / decision makers for small and mid-sized deals and end users – Main Level of Interaction – Responsible for influencing the customer to purchase moderate size

projects – Required Knowledge of Customer – Operational strategies for success and competitors

©2015 ZIH Corp. All rights reserved.

Zebra and the stylized Zebra head are trademarks of ZIH Corp., registered in many jurisdictions worldwide. All other trademarks are the property of their

respective owners.

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

Visa Is Required.

Minimum Qualifications

Preferred Qualifications

Key Skills & Competencies

Commercial & Sales Skills

Soft Skills & Behavioral Competencies

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.

• Education: Bachelor’s degree in Computer Science, Computer Engineering, Information Technology, or a related technical field (or equivalent practical, hands-on experience).
• Experience: 3 to 5+ years of experience in a highly technical, customer-facing role (e.g., Sales Engineering, Solutions Architecture, Technical Consulting, or Technical Account Management).
• Technical Foundations: Strong understanding of enterprise software architectures, API integrations, cloud platforms (AWS, Azure), and major operating systems (Android, Windows, i OS).
• Language Proficiency: Professional working proficiency in English (and the local business language of the region, e.g., Spanish for Spanish-speaking LATAM or Portuguese for Brazil).
• Travel: Ability to travel to customer sites and partner locations as needed (typically 30% to 50% travel).
• Advanced Pre-Sales Experience: 5+ years of experience working as a Sales Engineer within a high-growth B2B enterprise technology vendor.
• Domain Expertise: Deep hands-on knowledge of hardware and software solutions such as RFID systems, Barcode Scanning, Rugged Mobile Computing, Internet of Things (Io T), and Mobile Device Management (MDM) tools (e.g., SOTI Mobi Control).
• Vertical Industry Knowledge: Strong understanding of operational workflows in key business sectors: Transportation & Logistics (T&L), Warehousing/WMS, Retail, Manufacturing (MES), or Healthcare.
• Certifications: Relevant industry certifications such as AWS Certified Solutions Architect, Cisco CCNA, or project management methodologies (e.g., Agile, PMP).
• Value-Based Selling: Proven track record of conducting Proof of Concepts (Po C) at customer sites, building technical business cases, and calculating Return on Investment (ROI) for C-level executives.
• Solutions Architecture: Ability to design end-to-end hardware and software architectures that seamlessly integrate with a client's existing legacy infrastructure.
• System Integration: Practical knowledge of REST APIs, SDKs, and middleware used to connect enterprise devices with core business applications (ERPs, Warehouse Management Systems - WMS, or Manufacturing Execution Systems - MES).
• Proof of Concept (Po C) Management: Skill in planning, deploying, configuring, and troubleshooting pilot solutions/prototypes in complex live environments to demonstrate product capabilities.
• Technical Diagnostics: Strong troubleshooting and analytical skills to resolve unexpected technical roadblocks during the pre-sales testing phase.
• Technical Presentation & Demo Mastery: Exceptional ability to translate highly complex technical features into simple, compelling, and value-focused benefits for both technical IT directors and non-technical business leaders.
• Requirements Gathering & Discovery: Mastery of active discovery techniques—asking the right probing questions to uncover a customer's true operational pain points, budget constraints, and business goals.
• Objection Handling: Skill in diplomatically addressing technical concerns, cybersecurity questions, or integration doubts raised by a customer's IT and security departments.
• RFP/RFI Technical Writing: Experience preparing highly accurate and persuasive technical responses to formal Requests for Information (RFI) and Requests for Proposals (RFP).
• The "Trusted Advisor" Mindset: Building strong, long-term relationships with clients based on technical integrity and consultative problem-solving.
• Collaboration & Teamwork: Ability to partner effectively across internal departments, aligning closely with Account Managers, Product Management, Quality Validation Engineers, and Post-Sales Support teams.
• Adaptability & Agility: Comfort with managing multiple high-priority projects simultaneously in a fast-paced, rapidly evolving technology landscape.
• Commercial Sales Alignment: Understanding of complex enterprise sales frameworks (such as the MEDDPICC qualification process) to help sales teams prioritize high-value opportunities.