Zebra Technologies is a global leader within the High-Technology arena. With the most recognized brand in the automatic identification industry and the most complete product line, Zebra is dedicated to transforming our clients’ business through innovative products, reliable services and – most importantly – our committed employees. Our solutions are used to improve business processes, increase productivity, improve quality, lower costs and strengthen security. For more details, please visit our website www.zebra.com
We have a vacancy for a Global Pre-Sales and Commercial Lead within our Global Sales and Services organization. This function is tasked with supporting growth of Zebra’s Enterprise Asset Intelligence vision and delivering profitable double digit growth in Professional Services. As a pivotal team member, your primary role is to manage global teams of Pre-Sales Business Managers, delivering quotes and ensuring customer and partner engagements leverage best in class bid & quote methodology.
This team will produce proposals and statements of work that enable successful customer target outcomes and attainment of Zebra’s profitability goals. In parallel, the incumbent will align closely with the Sales and Services Delivery teams to analyze quoted vs actual performance and make strategic recommendations to improve profitability and effectiveness.
This role can be based in either our North America headquarters in Chicago, Illinois, or our EMEA Headquarters in Buckinghamshire, UK.
Collaborates with other business leaders to develop and align on business objectives and the movement to a Solutions selling strategy. Prepares and presents associated organizational design and/or business cases to Senior Leadership.
Through comprehensive knowledge of market, customer requirements, distribution channels and Zebra’s growing portfolio of Solutions offerings, anticipates requirements for the evolution of Zebra’s bid and quote methodologies, tools, capability, capacity and enablement needs.
Through knowledge of best practices in Solutions selling, recommends metrics to assess business performance and accountable for attainment of KPI’s and improvement initiatives. Provides high level analysis to make recommendations on key strategic business.
Manage global teams of Pre-Sales Business Managers in developing strategies and managing execution of objectives to support overall strategy. Has direct involvement in deals with significant financial impact to manage P&L and margins.
Sales: Oversee delivery in excess of 700 quotes worth >$300M per year. Simplify Services Sales engagement through use of best practices, tools, and continuous improvement. Enable this through proactive key stakeholder relationships. Will further evolve and build out the bid and quote framework for the sales team.
Financial: Accountable for producing quotes that enable attainment of profitability targets for Professional Services (PS), Managed Services and Location Services (LS). Includes definition and monitoring and approval of the PS profitability and strategic business mix of deals. Accountable for Global Pre-Sales OPEX budget, PS revenues of $50M+ and PS proforma Gross Margin target.
Delivery Blueprint: Define need for and negotiate strategic 3rd party multi-national subcontracts to enable capacity, capability and profitability goals. Work closely with key stakeholders in PS Delivery and Procurement.
Commercial: Perform sales funnel, pricing and profitability analysis to provide strategic growth recommendations for Portfolio prioritization planning and Delivery plans.
Pre-Sales Business Strategy: Define, align and execute strategy to achieve Global Sales & Services Priorities.
Management & Culture: Line management of Global teams of Pre-Sales Business Managers, including development, performance feedback, Talent Development and Culture goals.