ISV Business Development

Remote Work: Yes

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 a 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 a 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.

Zebra is seeking a motivated and dynamic ISV Business Development Representative to drive the growth and expansion of our ISV partner ecosystem in North America. This role combines market analysis with relationship-building responsibilities to identify, engage, and nurture partnerships with non-transacting partners such as independent software vendors (ISVs), consultants and complementary hardware firms.

The ideal candidate will play a pivotal role in the early stages of the partnership lifecycle, from identifying high-potential partners to cultivating relationships that align with Zebra’s strategic objectives. This position offers a unique opportunity to gain exposure to strategic alliance management while contributing to Zebra’s long-term revenue growth.

• Knowledge/Expertise
  • Technical Skills - Uses moderate domain/solutions knowledge
  • Knowledge of Zebra - Utilizes solid understanding of all Products/Services in business
  • Sales Skills - Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
  • Managerial Skills - Understands policies and practices related to role and shares ideas for improvement
  • Business Acumen - Understands and explains how Zebra solutions can help customer's business results; obtains profitable revenue growth via value proposition vs. competition. Analyze vertical market data, business trends, and Zebra’s product roadmap to target high-potential partners across industries
  • Market/customer Knowledge - Uses full knowledge of customer's business and market economics/trends to position effectively versus competition
  • Review in-depth market research to identify and curate a pipeline of potential partners aligned with Zebra’s North America strategy.
• Solution Complexity/Strategic Thinking
  • Nature of Problems Solved - Solves routine problems of moderate complexity (e.g. verifying technical compatibility) at the customer level
  • Role in Addressing Problems - Understands and resolves problems with support from technical resources
  • Complexity of Solutions - Typically medium complexity (e.g. value proposition vs. competition), but may have some complex projects that require unique coordination of technical resources
• Freedom to Act
  • Level of Guidance - Works under general supervision. Makes decisions of moderate complexity that impact deliverables of projects; exercises judgment in approach, sometimes requiring and assessing tradeoffs
  • Takes Direction From - Group Manager and Directors
• Customer Interface
  • Partner Facing Role - Acts independently or as a team lead for ad-hoc teams
  • Initiate contact with potential partners using cold outreach methods such as phone, email, and LinkedIn to secure introductory meetings.
  • Collaborate with internal stakeholders to nurture relationships with registered, new and potential partners.
  • Build and maintain long-term relationships with early-stage partners, positioning them for growth within Zebra’s partner ecosystem.
• Accountability
  • Business and Financial Impact - Responsible for individual revenue attainment with established prices and personal expenses
  • Relative Size and Scope - Moderate to average individual quota size for business and like roles
  • Types of Projects - Many transactions with some moderately complex deals
  • Strategic Impact for Zebra - Medium/mid-term
  • Collaborate with internal teams, including industry strategy leads, analysts, and sales leadership, to refine and prioritize target partner lists.
  • Evaluate firms using key criteria, including market fit, technology alignment, and potential to drive sales revenue.
  • Partner Engagement and Relationship Development:
  • Outperform pipeline generation and other performance metrics as assigned.
  • Cultivate leads and guide partners through the initial stages of the partnership maturity model, ensuring alignment with Zebra’s strategic goals.
  • Support Vertical Account Managers in driving new hardware sales opportunities and assist in closing deals as needed.
  • Contribute to the development of influence registrations and other partner-driven metrics to support Zebra’s revenue growth.

Minimum Qualifications:

• Bachelors or equivalent experience
• 2+ years of applicable work experience
• Industry Knowledge: Passion for business technology, particularly in areas such as WMS, ERP, MES, data analytics, AI, RFID, inventory management, and supply chain.
• Strong business acumen with a hunter mentality and a goal-oriented growth mindset.
• Exceptional communication, negotiation, and relationship-building skills.
• Ability to analyze and synthesize large amounts of business data to identify strategic opportunities.
• Strategic thinker capable of aligning partnership opportunities with Zebra’s business objectives.
• Collaborative team player who can work effectively across departments.

Preferred Qualifications:

• Uses moderate domain/solutions knowledge
• Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
• Understands policies and practices related to role and shares ideas for improvement

Zebra is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other basis prohibited by law. If you are an individual with a disability and need assistance in applying for a position, please contact us at [email protected]

Know Your Rights:

Conozca sus Derechos:

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Zebra is a federal contractor and is committed to an alcohol and drug free workplace. As a result, all U.S. based employees are subject to the Drug and Alcohol Free Workplace Policy and Procedure.

Zebra Total Rewards includes more than just pay and is structured to meet the needs of our changing global business and evolving talent. We are committed to providing our employees with a benefits program that is comprehensive and competitive – including healthcare, wellness, inclusion networks, and continued learning and development offerings. We offer community service days, in addition to the traditional insurances, compensation, parental leave, employee assistance program and paid time off offerings depending on the country where you work.

Salary: USD 77000.00 - USD 115400.00 Yearly

Salary offered will vary depending on your location, job-related skills, knowledge, and experience.
Additionally, all Zebra roles are eligible for cash incentive programs. For example, sales roles have additional opportunity to earn substantial variable compensation tied to quota achievement. In most other roles, the Zebra annual cash incentive program links Company and individual performance together. Some roles may also be eligible for long-term incentive equity awards.

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.

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 .