Director, Software Solutions Sales

This is a fully remote position, open to applicants in New York.

📋 Description

• Lead a high-achieving software sales team within Zebra's management framework.

• Direct software sales professionals and outline strategic goals to capture and enhance Annual Recurring Revenue (ARR).

• Mentor the team on Zebra's Workcloud software portfolio, including SaaS and on-premise solutions, along with competitive selling techniques.

• Establish operational goals and devise comprehensive software sales strategies.

• Formulate and implement policies that impact immediate sales operations and overall regional performance.

• Oversee budgets, schedules, work plans, and performance metrics for the software sales division.

• Advance the software go-to-market approach and enact operational modifications.

• Contribute as an enterprise software industry expert to annual and long-term strategic planning.

• Guide the creation of integrated Zebra software solutions.

• Influence strategic direction across software product lines and business units.

• Define value-based and solution-selling methodologies for complex enterprise sales processes.

• Develop and refine sales processes and policies that align with software development and agile go-to-market strategies.

• Adapt business models to accommodate emerging trends such as AI, IoT, and data analytics.

• Collaborate with clients on software and data strategies.

• Address complex challenges related to software platform integration, custom APIs, and enterprise-wide data management.

• Anticipate and resolve technical and business obstacles throughout sales cycles.

• Design high-complexity software solutions that integrate with client legacy systems.

• Provide strategic direction to the software sales organization.

• Manage sales managers and senior software sales personnel for strategic accounts.

• Engage with CIOs, CTOs, and technology VPs to foster strategic alignment and platform adoption.

• Define the customer engagement framework for key software accounts.

• Oversee revenue outcomes, margins, expenses, and growth of subscription revenue.

• Lead intricate, high-value software transactions crucial to business success.

⛳️ Requirements

• Bachelor's degree is mandatory.

• 15+ years of experience in software and enterprise application sales, particularly in solution and value-based selling.

• 5+ years of direct sales management experience overseeing strategy and direction for executive-level representatives.

• Proven ability to influence, communicate with, and cultivate relationships with C-level customers and internal leadership.

• Collaborative approach to working across functions.

• Demonstrated history of serving as an active culture ambassador by embodying core values and providing coaching, mentoring, and accountability for direct reports.

• Must reside in the US within the eastern region/states.

• Willingness to travel 60–70% as business needs dictate.

• Advanced degree is preferred.

• Proficient in AI tools.

• Experience in developing sales roadmaps.

• Highly adaptable and capable of managing changing requirements and tight timelines.

• Ability to support sales representatives in finalizing complex sales deals.

• Competent in developing Zebra technical solutions.

• Comfortable in a fast-paced, high-pressure environment.

🏝️ Benefits

• Commission/variable compensation for achieving quota at 100% under the applicable sales incentive plan.

• Healthcare coverage.

• Wellness programs.

• Inclusion networks.

• Opportunities for continued learning and development.

• Community service days.

• Traditional insurance options.

• Parental leave.

• Employee assistance program.

• Paid time off.

• Cash incentive programs.

• Potential long-term incentive equity awards for eligible positions.