Description

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:
We are looking for a commercially driven and relationship-focused Senior Account Manager / Channel Manager to manage and grow strategic partner relationships while driving revenue growth across key accounts and channel ecosystems.
This hybrid role combines high-level account management, partner engagement, business development, and channel growth responsibilities. The successful candidate will be responsible for strengthening existing relationships, identifying new opportunities, executing go-to-market initiatives, and delivering strong commercial outcomes.
Senior Account Manager / Channel Manager (Hybrid Role)

Position Summary

We are looking for a commercially driven and relationship-focused Senior Account Manager / Channel Manager to manage and grow strategic partner relationships while driving revenue growth across key accounts and channel ecosystems.

This hybrid role combines high-level account management, partner engagement, business development, and channel growth responsibilities. The successful candidate will be responsible for strengthening existing relationships, identifying new opportunities, executing go-to-market initiatives, and delivering strong commercial outcomes.

Key Responsibilities

Essential Duties and Responsibilities:
• Develop and maintain a deep understanding of Zebra products, solutions, and technologies to effectively address customer needs and provide tailored recommendations
• Manage and grow relationships with high-value customers, ensuring alignment with their long-term business objectives
• Resolve intricate challenges that may demand innovative solutions, such as adapting existing technologies to unique applications that can be leveraged across the business in comparable scenarios
• Accountable for achieving revenue targets, maintaining appropriate profit margins, and managing personal expenses effectively
• Develop and present complex solutions that incorporate a wide range of products, services, and partnerships
• Mentor and guide junior team members, sharing best practices and fostering a culture of excellence
• Lead negotiations for large-scale deals, balancing customer needs with organizational profitability
• Coordinate with internal departments to deliver end-to-end solutions and maintain high service standards
• Act as a thought leader in the industry, representing the organization at key events and forums
• Contribute to the development of business products and services while understanding and adhering to multi-business protocols

Account Management

• Manage and grow a portfolio of strategic customers and partners.
• Build trusted relationships with key stakeholders, decision makers, and executive contacts.
• Develop account plans to identify growth opportunities and increase customer engagement.
• Conduct regular business reviews and ensure high levels of customer satisfaction.
• Act as the primary escalation point for customer and partner issues.
• Drive retention, renewals, and expansion opportunities within assigned accounts.

Channel Management

• Develop and execute channel strategies to drive revenue growth and market penetration.
• Recruit, onboard, and enable channel partners where required.
• Work closely with partners to identify pipeline opportunities and co-sell initiatives.
• Coordinate joint business plans, marketing campaigns, and partner programs.
• Ensure partners are aligned with company objectives, products, and go-to-market strategies.
• Maintain strong understanding of channel trends, competitor activity, and market opportunities.

Sales & Commercial Growth

• Achieve revenue, margin, and growth targets across assigned accounts and channel partners.
• Build and manage sales pipeline and forecasting activities.
• Identify upsell, cross-sell, and new business opportunities.
• Negotiate commercial agreements and pricing where appropriate.
• Collaborate with internal teams to deliver successful customer outcomes.

Stakeholder Collaboration

• Work closely with sales, marketing, operations, and leadership teams.
• Provide market feedback and customer insights to support business strategy.
• Support internal reporting, forecasting, and business planning activities.
• Represent the business at industry events, partner meetings, and customer engagements.

Skills & Experience

• Proven experience in Account Management, Channel Management, or Business Development roles.
• Strong relationship management and stakeholder engagement skills.
• Demonstrated ability to drive revenue growth and achieve sales targets.
• Experience managing strategic accounts and channel partnerships.
• Excellent commercial, negotiation, and communication skills.
• Strong presentation and business planning capabilities.
• Ability to work autonomously while collaborating across teams.
• Experience within technology, distribution, telecommunications, or related industries preferred.

Key Attributes

• Commercially minded with strong business acumen.
• Proactive, self-motivated, and results driven.
• Strong problem-solving and strategic thinking abilities.
• High level of professionalism and accountability.
• Passion for customer experience and partner success.

KPIs / Success Measures

• Revenue growth across accounts and channel partners.
• Customer retention and partner engagement levels.
• Pipeline generation and conversion.
• Achievement of sales and profitability targets.
• Growth in strategic partnerships and market opportunities.

Why Join Us

• Opportunity to work in a high-impact hybrid commercial role.
• Collaborative and growth-focused culture.
• Strong career development opportunities.
• Exposure to strategic customers and industry-leading partners.

Job Requirements:
• Bachelors Degree. Advanced Degree preferred
• 5+ years of applicable work experience
• Equivalency: Equivalent work experience will be considered in lieu of a degree

Key Skills and Competencies:
• Industry Expertise: In-depth knowledge of industry trends, customer challenges, and competitive landscape
• Sales Acumen: Strong understanding of sales processes, negotiation techniques, and closing strategies
• Technical Expertise: Proficient in understanding and articulating technical solutions to non-technical stakeholders
• Communication Skills: Excellent verbal and written communication skills to influence and engage clients effectively
• Problem Solving: Ability to address customer challenges with innovative and actionable solutions
• Time Management: Proven ability to manage multiple priorities and deliver results within tight deadlines
• Understands policies and practices related to role and shares ideas for improvement
• Salesforce.com experience preferred
• Ability to work with data and AI to identify trends, opportunities, and insights to create customer specific strategy
• Adaptable to new technologies and resilient in the face of changing customer/client needs
• Apply consultative selling, needs analysis, and solution-selling techniques to propose tailored products and services that address customer challenges and deliver measurable results

Position Specific Information:
• Travel Requirements: Up to 50%
• Able to Telework?: Remote
• Personal Protective Equipment (PPE) Required: None
• Safety Sensitive Role?: Yes

Physical Activity:
• Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like : Never
• Working from heights such as roofs, ladders, or powered lifts: Never
• Moving self in different positions to accomplish tasks in various environments including awkward or tight and confined spaces: Never
• Remaining in a stationary position, often standing, or sitting for prolonged periods of time: Constantly
• Stooping, kneeling, bending, crouching, reaching, pushing, or pulling: Never
• Moving about to accomplish tasks or moving from one worksite to another: Never
• Adjusting or moving objects up to ## pounds in all directions: Never
• Communicating with others to exchange information: Constantly
• Repeating motions that may include the wrists, hands, or fingers: Frequently
• Operating machinery or power tools: Never
• Operating motor vehicles, industrial vehicles, or heavy equipment: Never
• Assessing the accuracy, neatness and thoroughness of the work assigned: Constantly

Environmental Conditions:
• Exposure to extreme temperatures (high or low): Never
• Outdoor elements such as precipitation and wind: Never
• Noisy environments: Never
• Other hazardous conditions such as vibrations, uneven ground surfaces or dust and fumes: Never
• Small or enclosed spaces: Never
• No adverse environmental conditions expected: Never

Physical Demands:
• Sedentary work that primarily involves sitting or standing

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.