Strategic ISV Manager

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:Knowledge/Expertise– Technical Skills - Uses advanced domain / solutions knowledge to competitive advantage– Knowledge of Zebra - Provides input into development of business products/services; understands and follows multi-business protocols– Sales Skills – Develops and adapts advanced sales strategies to unique customer needs; createscustomer partnerships– Managerial Skills - Often leads others in their development; provides input to policies and practices– Business Acumen - Develops business solutions and directly addresses financial issues resulting in profitable revenue growth for Zebra; able to coordinate and present complete, complex solutions thatmeet customer needs and beat competition– Market/customer Knowledge – Acts as a resource to customers based on intimate knowledge ofrelevant industries and needsSolution Complexity/Strategic Thinking– Nature of Problems Solved – Solves complex problems which may require unique solutions (e.g unique applications of existing technologies) that are used across the business in similar situations– Role in Addressing Problems – Leads problem resolution, identifies appropriate resources, developscontingency plans– Complexity of Solutions – Typically medium to high complexity; has several complex projects, all which require unique coordination of technical resources; multi-country issues may be involvedFreedom to Act– Level of Guidance – Demonstrates wide latitude for decisive action which could impact business initiatives/programs; exercises independent judgment within broadly defined practices/policies in selecting approach and technique– Takes Direction From – Manager and Business Unit DirectorsCustomer Interface– Role – Often leads semi-formal teams or significant portions of a large permanent team– Level of Customer Contact – Multiple decision makers and influencers for large deals with complexity– Main Level of Interaction – Leads negotiations on complex deals which may be primarily technical, financial or both– Required Knowledge of Customer – Industry strategies and customer positioning; customer financialsand business driversAccountability – Business and Financial Impact – Responsible for revenue attainment, margins where appropriate, and personal expenses – Relative Size and Scope – Average to high individual quota for business in like roles or strategic growth potential to be there within a year or two– Types of Projects – Moderately complex deals with a few large, complex deals– Strategic Impact for Zebra – High in near term; medium in mid-termEssential Duties and Responsibilities:Identify, evaluate, recruit, enable and develop strategic vertically focused ISV partners with a strong enterprise mobility value propositionAlign with our industry solution team members, product business units, and strategy teams to determine target list of strategic recruits to enable our success in the selected verticalsClearly articulate target markets these companies can address and their value proposition to the customers in that marketFocus on ISV Partner success. Maximize ISV partner value with the sales teams and nurture the ISV/Zebra relationship. Enable ISV partner growth, readiness and capability. Position the partner appropriately to sales teams and the vertical market teams within Zebra.Educate partners on Zebra products and offerings on a regular basis.Manage partner and Zebra sales interaction to assure that the ISV is receiving the benefits of working with Zebra.Attain “trusted advisor” status with the partners, help manage partner conflict, support the ISV Program manager with partner feedback, be an advocate for the partner inside of ZebraQualifications:Minimum:Bachelors or equivalent experience5+ years of experience in a channel sales or partner management role, focused on developing technology partnersAbility to travel 50%Must be located in the Central or Eastern regions of the USPreferred:Experience in Manufacturing and Transportation and Logistics verticalsWorking knowledge of channel delivery business modelsExperience working with software partnersExperience in the enterprise mobile computing, scanning, printing and RFID sensor marketplaceSalesforce (SFDC) knowledgeEqual Opportunity Employer: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. If you are an individual with a disability and need assistance in applying for a position, please contact us at View email address on click.appcast.io Your Rights:Conozca sus Derechos: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. Please contact us to request accommodation.Pay Range:$105,680.00 - $158,520.00 AnnualIncentive Compensation:In addition to base pay, Zebra offers this role an opportunity to earn variable compensation in the form of commission for achieving quota, at 25% , in accordance with the terms of the applicable sales incentive plan.Zebra Total Rewards:Zebra Total Rewards includes more than just pay and is structured to meet the needs of our changing global business and evolving talent. We are committed to providing our employees with a benefits program that is comprehensive and competitive – including healthcare, wellness, inclusion networks, and continued learning and development offerings. We offer community service days, in addition to the traditional insurances, compensation, parental leave, employee assistance program and paid time off offerings depending on the country where you work.Salary offered will vary depending on your location, job-related skills, knowledge, and experience.Additionally, all Zebra roles are eligible for cash incentive programs. For example, sales roles have additional opportunity to earn substantial variable compensation tied to quota achievement. In most other roles, the Zebra annual cash incentive program links Company and individual performance together. Some roles may also be eligible for long-term incentive equity awards.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.SummaryLocation: Lincolnshire, IllinoisType: Full time