Solution Sales Engagement Manager

Location UK-London
Job ID
45359
Function
Sales

Overview

The Solutions Sales Group, EMEA is chartered to help customers achieve transformational business results from Enterprise Asset Intelligence (EAI) based Solutions. We help make the ‘Visibility That’s Visionary’ statement a reality for our customers.

 

The Engagement Manager will lead the coordination of multifunctional teams to identify, develop, drive, and close solutions opportunities throughout the sales process. The role will execute the solution specific one-to-one account growth plans with the account teams. Critical to the success of this role will be the ability to demonstrate Zebra’s solution (vertical, business and technical) approach in C-level customer engagement and closing business. The role will manage pipeline and forecasting (with account teams) as well as communicate with the Services business unit for capacity and skill planning. Additionally, responsibilities include managing and coordinating where we apply resources: Solutions Architects and Services Project Managers to scope/plan delivery. Additionally, the Engagement Manager will conduct customer business cases and use case development, ROI as well as host prospect visits to other customer advocates.

Responsibilities

    • Be a solutions advisor to the customer and the internal sales team;
    • Identify explicit/implicit customer problems, needs & initiatives;
    • Develop sales strategy and account-plan jointly with Key Account Managers and Partner Account Managers;
    • Define, analyze and validate cases and workflows with key customer stakeholders;
    • Build ROI for potential projects;
    • Develop local partnerships and overall ecosystem for solutions offerings;
    • Lead and coordinate multi-functional teams including:

    o Internal: sales, finance, solutions architects, product, engineering and legal; and

    o External: IT vendors, IT solutions providers, integrators, carriers, and channel partners.

    • Develop winning proposals: Lead multi-functional teams in the development of fully costed proposals for complex technical solutions;
    • Work with key stakeholders to support and drive solutions within the customer organisation;
    • Proactively engage internal executive sponsors to develop strategic customer relationships and to sell internally Solutions opportunities; and
    • Document reference architectures, best practices and lessons learned for future opportunities.

 

Qualifications

Qualifications & Experience:

 

  • Significant demonstrable working experience in multi-technology customer solutions, and a history of achieving targets;
  • Extensive sales background and management of sales teams;
  • Strategic account planning experience required;
  • Multi-technology Solutions Sales and Project Management experience required;
  • Bachelor’s degree preferred (in Engineering, IT, or Computer Science ideally); MBA and/or advanced degree preferred;
  • Experience in leading sales and developing proposals for complex technology or service projects;
  • PMP and/or ITIL certification preferred;
  • Must have excellent relationships with senior leadership of customers, IT vendors, IT solutions providers, integrators, and carriers in the marketplace;
  • Trained in industry known Solution Sales skills/methods;
  • Experience in developing ROI models for technology projects;
  • Excellent presentation skills required; and
  • Strong verbal and written skills; fluency in English.

 

Vertical-specific Qualifications:

 

  • Substantial demonstrable experience working in the Retail and/or Transport & Logistics vertical;
  • Experience selling large solutions systems or large, long-cycle complex deals or acting as a consultant in large sales deals;
  • Experience creating solutions that meet RFP requirements that include services, systems, devices and application;
  • Experience in influencing RFPs;
  • Experience creating solutions that meet RFP requirements that include services, systems, devices and application;
  • Knowledge of Retail vertical IT/Mobility products, services and applications:

o Detailed knowledge of workings of Retail customers and their business approval processes; and

o Experience in other verticals (Hospitality, Transport & Logistics, Public Safety) a plus.

  • Has experience proactively identifying and responding to customer needs analysis;
  • Experience working with 3rd party vendors and channel partners; and
  • In-depth knowledge of Retail Stores and DC mobility solutions.

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