• Sales Engineering Manager, EMEA - Major Accounts & Innovation

    Location UK-Bourne End
    Job ID
  • Overview

    The EMEA Technical Solutions Group (TSG) is a part of the EMEA Sales organization. Acting as business partners to our Account Managers, the TSG team is chartered to provide Technical Pre-Sales and thought leadership to Partners and Customers for Zebra’s market leading Product and Intelligent Edge Solutions (IES) offerings.


    The SE Manager, EMEA - Major Accounts & Technology Innovation role is a dedicated Pre-Sales Leadership role with responsibility for 7 direct reports (Sales Engineers), currently based across UK & Germany, carrying a combined MNA Sales target of $131M and an overall EMEA goal of $1.2B for 2018. This role reports into the EMEA Snr Director, Technical Solutions Group.


    At the regional level, the role will partner with the EMEA Snr Director, Solutions Sales (responsible for MNAs) and the broader Key Account Teams across EMEA to secure key wins across the Zebra portfolio in major and competitive accounts, focusing on innovation and differentiation to help win business. Additionally, the role will be accountable for sales and partner enablement for strategic technology trends in the market place (such as Android migration) and provide the EMEA technical interface to the Zebra CTO, acting as the Zebra Technology Brand Advocate for the EMEA region



    • Recruit, motivate and inspire a team of experienced multi-talented senior sales engineers
    • Provide coaching and guidance for junior sales engineers with the desire to learn
    • In collaboration with our Account Managers, provide Technical Account Leadership to secure key wins across the Zebra portfolio in major and competitive accounts, focusing on innovation and differentiation to help with business
    • Share best practice and innovation examples from key accounts across the wider business
    • Sales and partner enablement for strategic technology trends (e.g. Android Migration)
    • Lead the Developer Enablement strategy and deliver regional execution of the strategy
    • Provide the EMEA Technical interface to Zebra CTO, owning the Zebra EMEA technical strategy messaging and content, with regular updates for new technology and trends. Includes keeping up to date with adjacent technologies and disciplines such as Cloud Computing, Data Science, AI/Machine Learning, Blockchain, AR/VR, Automation etc.
    • Engage with organizations outside of Zebra to position Zebra as a thought leader through events, blogs, interviews, and become a trusted advisor on the above topics





    Leadership skills


    1. Ability to inspire others through leadership by example, technology vision and exemplary communications skills
    2. Execution oriented – rapidly identify how to achieve the required result, engaging with key stakeholders and ‘getting stuff done’ through strong influencing and negotiation skills
    3. Drive accountability through others while maintaining oversight of deliverables
    4. Executive presence – be seen to be comfortable, engaging and valued by Partner and Customer Executives
    5. Change management – experience of driving and leading positive change within an ambiguous and fluid environment
    6. High degree of initiative/innovation, thinking around problems and not accepting ‘No’
    7. Ability to prioritise and demonstrate agility whilst managing expectations appropriately


    Other Skills & Experience


    1. Extensive, proven experience in IT or related sector, with time served in Technical Pre-Sales roles
    2. Strong, demonstrable experience of working with software and solutions sales models
    3. Excellent communication skills, including presentation skills, communicating reasoning (e.g. building business case argumentation) and managing expectations internally and externally
    4. Proven strong analytical and interpersonal skills
    5. Solid direct and international team management experience (2+ years)
    6. Strategic account planning experience
    7. Experience in influencing and responding to RFPs for large, complex multi-million-dollar deals and creating solutions that meet RFP requirements that include hardware, data/analytics, software and services
    8. Experience working with 3rd party vendors and channel partners
    9. Good understanding of general Technology Industry macro-trends (Cloud, IOT, Mobility, Robotics/Automation, Machine Learning/Machine Vision, 3D-Printing, UAV etc..) and their potential impact on Enterprises
    10. Experience of at least one of the following vertical markets highly desirable: Retail, T&L, Manufacturing, Healthcare
    11. Excellent English language skills are mandatory, fluency in additional languages is highly desirable



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