• Help sales to sell more and increase the company's revenue by utilising their technical sales skills to convince prospects to purchase Sophos solutions. • Present technical topics to channel partners. • Build relationships with channel partners. • Support the sales channel to qualify sales opportunities. • Conduct product and company presentations and demos to prospects. • Conduct in-depth needs analysis with prospect or partner technical staff. • Collect and aggregate prospect and partner feedback. • Assist partner technical staff in high-level design and architecture of prospect solutions. • Address high volume of partner questions and requirements. • Solutions will come from personal knowledge/experience, co-workers, and knowledge systems. • Assist inside and partner sales force in the close of large opportunities. • Assist and manage frequent technical evaluations. • Occasional internal product training for sales staff. • Develop and deliver custom training for prospects/customers and partners. • Influence technical and non-technical buyers to prefer Sophos products. • Achieve and maintain technical expert and sales expert certifications. • Provide technical support to a customer after sales occasionally. • Willingness to travel within Japan to support sales opportunities.

• Lead sales process/capture teams, and oversee offer development process, sourcing all commercial and technical components from respective internal teams • Ensure approval and delivery of competitive offers • Work with their sales manager partner to forecast expected offer submittal dates and eventual project award dates. • Manage pricing strategy, set target price and offer price in full collaboration with their Capture team, leveraging the small deal pricing tools and deal desk. • Grow the BO pipeline commits and back up • Lead negotiations with customers, articulating value created through WEC services, and ensuring customer satisfaction and retention • Lead review of customer contract against the WEC offer and communicate with customer to ensure it is acceptable • Booking of an order upon receipt of PO • Provide market intel to the I&C team and product management to inform long term product & market strategy • Drive account strategy for overall customer needs (GM) with sales manager partner • Provide feedback on marketing and sales collateral • Work with solution engineers to prepare technical proposal, costing, and technical risk mitigation for customer offers • Accountability for meeting assigned sales targets and growing the sales pipeline by collaborating with Customer Solutions team, Global Markets, and Resident Site Managers in the field • Develop / maintain technical and sales related knowledge to support responsible product portfolio needs • Support the opportunity development sales funnel process from identification through offer development and contract closure • Update CRM tool to manage the Orders Entered pipeline to the offer submittal and contract award • Maintain critical working relationships with internal and external customer personnel. • Understand the customer's objectives, and expectations, including utility economics and utilize for offer development • Lead order management activities including lead the review of purchase orders to booking of the order

• Conduct in-depth product demonstrations showcasing how our solutions enhance detection, response, and mitigation efforts • Collaborate with clients to assess their real-time information needs • Work closely with customers to establish and meet success criteria for product evaluations • Build and maintain strong relationships with key stakeholders • Consult and cooperate with partners to prove the value of integration • Provide training sessions for sales staff and clients • Work closely with the product team to relay customer feedback and identify feature gaps

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. Working with Account or Channel Management, owns development and execution of technology strategy for a large customer in the logistics, courier, and package delivery industry. Designs solutions that meet customer needs and beat competition. Develops strong relationships with sales team, internal engineering, and key technical customer contacts and leverages to Zebra's advantage; creates and delivers high impact solution presentations. This remote role must reside in the US. Preferential consideration will be given to applicants near/around Parsippany, NJ or Louisville, KY, however willing to consider qualified talent anywhere in the US understanding that the bulk of travel will be to KY and NJ. Responsibilities: - 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 - Market/customer Knowledge - Uses full knowledge of customer's business and market economics/trends to position effectively versus competition - 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 - Role - Acts independently or as a team lead for ad-hoc teams - Level of Customer Contact - Buyers/decision makers for small and mid-sized deals and end users - Main Level of Interaction - Responsible for influencing the customer to purchase moderate size projects - Required Knowledge of Customer - Operational strategies for success and competitors - 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 Qualifications: Minimum Qualifications - Bachelors or equivalent experience - 2 + years’ experience in a Sales Engineer or a related technical role - Demonstrated experience communicating with B2B end-user customers / experience working in a customer-facing environment - Must reside in the US. Preferential consideration will be given to applicants near/around Parsippany, NJ or Louisville, KY, however willing to consider qualified talent anywhere in the US understanding that the bulk of travel (25% +) will be to KY and NJ. Preferred qualifications: - Engineering or related technical degree a plus - Exposure to RFID technologies - Must be both sales and technically savvy, but with strong customer facing skills pertaining to driving new and innovative solutions and facilitating problem resolution when required - Experience working with customers in the T&L vertical highly sought after - Experience from same/similar industry as Zebra (experience working with same/similar portfolio of offerings) preferred - The ability to build relationships with key decision makers - Must possess the ability to work in a fast-paced, high-pressure environment - Ability to collaborate in more of a team-based approach vs independent sales process - Possess a demonstrated eagerness to learn with a technical aptitude - Ability to apply solution selling concepts to customer situations - Excellent communication and interpersonal skills #LI-Remote 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 workplace.accommodations@zebra.com. Know Your Rights: https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf Conozca sus Derechos: https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRightsSp_10_20.pdf 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 78600.00 - USD 117800.00 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.