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Zebra Zebra

Director, Software Solutions Sales

Zebra Zebra

Zebra director leading enterprise software sales across the US Eastern region. Driving ARR growth, strategic go-to-market execution, complex deals, and C-suite customer relationships.

Posted 8/5/2026full-timeRemote • New York • 🇺🇸 United StatesLead💰 $133,440 - $200,160 per yearWebsite

Core Competencies

Role fit
Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in leading software sales organizations, developing strategic sales plans, and executing value-based selling practices. Proficient in managing complex sales cycles and integrating advanced technologies such as AI and IoT into software solutions.

Highest-signal resume keywords
Software Sales LeadershipSolution-Based SellingC-Level Relationship ManagementSales Strategy DevelopmentAI Tools Competency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills
Software SalesEnterprise Application SellingValue-Based SellingSales Roadmap DevelopmentComplex Sales Deal ClosingSoftware Solution DevelopmentData ManagementCustom API IntegrationAgile Go-To-Market StrategiesBudget Management
Soft Skills
Collaborative MindsetInfluential CommunicationCoaching and MentoringAdaptabilityCulture Carrier
Tools & Technologies
Zebra Workcloud SoftwareSaaS SolutionsOn-Premise SolutionsAI ToolsData Analytics
Certifications & Qualifications
Bachelor's DegreeAdvanced Degree Preferred
Industry Keywords
Annual Recurring Revenue (ARR)Software Go-To-Market StrategyEnterprise SoftwareCIO EngagementCTO EngagementTechnology VPs Engagement

Tech Stack

Tools & technologies
IoT

About the role

Key responsibilities & impact
  • Lead a high-performing software sales organization within Zebra's management framework
  • Guide software sales professionals and define strategic objectives to capture and grow Annual Recurring Revenue (ARR)
  • Coach the team on Zebra's Workcloud software portfolio, SaaS and on-premise solutions, and competitive selling
  • Establish operational objectives and develop comprehensive software sales plans
  • Create and execute policies affecting immediate sales operations and region-wide performance
  • Manage budgets, schedules, work plans, and performance requirements for the software sales division
  • Evolve the software go-to-market strategy and implement operational changes
  • Contribute to annual and long-term strategic plans as an enterprise software industry expert
  • Guide development of integrated Zebra software solutions
  • Shape strategic direction across software product lines and business units
  • Define value-based and solution-selling practices for complex enterprise sales cycles
  • Create and refine sales processes and policies aligned with software development and agile go-to-market strategies
  • Adjust business models for emerging trends including AI, IoT, and data analytics
  • Collaborate with customers on software and data strategies
  • Solve complex challenges involving software platform integration, custom APIs, and enterprise-wide data management
  • Anticipate and resolve technical and business roadblocks in sales cycles
  • Architect high-complexity software solutions integrating with customer legacy systems
  • Provide strategic guidance to the software sales organization
  • Manage sales managers and senior software sales personnel serving strategic accounts
  • Engage CIOs, CTOs, and technology VPs to drive strategic alignment and platform adoption
  • Define the customer engagement model for top software accounts
  • Control revenue outcomes, margins, expenses, and subscription revenue growth
  • Lead complex, high-value software deals critical to business success

Requirements

What you’ll need
  • Bachelor's degree required
  • 15+ years of software and enterprise application selling experience, specifically solution and value-based selling
  • 5+ years of direct sales management experience leading strategy and direction for executive-level representatives
  • Demonstrated ability to influence, communicate with, and grow C-level customer and internal leadership relationships
  • Collaborative mindset to work cross-functionally
  • Proven record of acting as an active culture carrier by embodying core values and coaching, mentoring, and holding direct reports accountable
  • Must be based in the US within the eastern region/states
  • Willingness to travel 60–70% as business dictates
  • Advanced degree preferred
  • Competency in AI tools
  • Experience developing sales roadmaps
  • Highly adaptable and able to navigate shifting requirements and compressed timelines
  • Ability to support sales representatives in closing complex sales deals
  • Ability to develop Zebra technical solutions
  • Comfortable working in a fast-paced, high-pressure environment

Benefits

Comp & perks
  • Commission/variable compensation for achieving quota at 100% under the applicable sales incentive plan
  • Healthcare
  • Wellness
  • Inclusion networks
  • Continued learning and development offerings
  • Community service days
  • Traditional insurances
  • Parental leave
  • Employee assistance program
  • Paid time off
  • Cash incentive programs
  • Potential long-term incentive equity awards for eligible roles