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.

• Identify and target potential customers, service and maintain existing accounts, and enhance customer relationships to increase market penetration. • Establish and maintain professional relationships with customer personnel (purchasing, engineering, manufacturing, management, etc.) to secure orders and expand customer base. • Provide technical expertise and support, including product demonstrations, to communicate how Festo products meet customer needs and resolve technical challenges. • Develop customized proposals and solutions in collaboration with the sales team to address customer requirements. • Conduct sales presentations to key customer personnel and management, and follow up on quotations submitted. • Prepare and maintain technical documentation such as product specifications, installation guides, and user manuals. • Analyze customer requirements and recommend solutions, including product substitutions or system improvements, based on Festo’s capabilities. • Travel within the assigned territory to visit customer facilities, troubleshoot issues, and ensure product performance meets expectations. • Provide sales forecasts and submit reports to management on territory performance, including follow-up activities and after-sales service. • Participate in relevant trade shows and exhibitions to prospect for sales leads and network with potential clients. • Collaborate with internal teams such as product development and engineering to relay customer feedback and align products with market needs. • Ensure the resolution of any technical issues, product failures, or service challenges to guarantee customer satisfaction. • Work with distributors to foster long-term relationships and maintain high levels of customer satisfaction.

• Act as the lead technical resource for ColorTokens' Xshield platform, specializing in its application within Federal Civilian, DoD, and Intelligence Community environments. • Conduct compelling, customized demonstrations, presentations, and workshops that clearly articulate the value of microsegmentation and Zero Trust in solving specific Federal agency challenges. • Analyze complex customer environments (IT, OT, Cloud, Hybrid) and collaboratively design reference architectures and technical proposals that leverage Xshield to meet specific security and compliance requirements (e.g., stopping lateral movement, continuous monitoring, least-privilege access). • Own the technical response sections for Requests for Proposals (RFPs), Requests for Information (RFIs), and other acquisition documents, ensuring technical accuracy and compliance. • Educate and advise Federal stakeholders on how ColorTokens accelerates their journey toward the CISA Zero Trust Maturity Model and relevant Executive Orders. • Map Xshield's capabilities directly to Federal security mandates, including NIST SP 800-53, NIST SP 800-207 (Zero Trust), and FISMA/RMF processes. • Understand and communicate the technical architecture and compliance benefits of the Xshield platform related to its FedRAMP authorization status. • Serve as the voice of the customer to Product Management, Engineering, and Marketing teams, providing crucial feedback to guide future product development for the Federal market. • Work closely with Channel and Alliance Partners (e.g., Carahsoft, System Integrators) to ensure they are technically proficient in positioning and deploying ColorTokens solutions. • Ensure a seamless handover of the technical solution to the Customer Success and Professional Services teams for successful deployment and adoption.

• Expand customer base and strengthen relationships with manufacturers • Identify opportunities and present technical solutions • Manage existing accounts and new business targets • Handle RFQ registration, proposal development, and negotiations • Collaborate with Sales Leadership, Engineering, and Applications teams • Ensure solutions are technically sound and competitively positioned • Drive revenue growth and strengthen market presence • Support long-term partnerships across the manufacturing sector