What We're Looking For:
The ISV Business Development Representative is responsible for creating sales pipelines by identifying partnership opportunities with Independent Software Vendors (ISVs) while concurrently working with existing ISV's. This role will target specific ISV personas and use cases, articulate Zebra's value proposition, and qualify leads to work alongside the broader Account Management team. This role requires an understanding of software ecosystems and the ability to position Zebra's solutions effectively.

This fully remote role must reside in the US with a strong preference to hire within the central or eastern states. ~ 50% travel to be expected.
Essential Duties & Responsibilities:

• Pipeline Generation: Proactively identify and contact prospective ISV partners to identify opportunities and create pipeline, utilizing targeted Sales Plays.
• Solution Selling: Present product characteristics and benefits, overcome common objections, and respond to initial technical or business questions from software vendors.
• Targeted Outreach: Work assigned ISV accounts by engaging with specific personas (e.g., developers, product managers, partnership directors) and understanding their unique business challenges.
• Cross-Functional Collaboration: Partner closely with Hub Sales Coaches, internal Sales Engineers, and Developer Marketing to align on strategy and ensure ISVs get the technical and marketing support they need.

Job Requirements:

• Bachelors degree or equivalent experience.
• 2 + years in a similar ISV business development function or applicable experience in channel sales, strategy, marketing or direct sales experience
• Strong interpersonal and communication skills, with a demonstrated ability to effectively build and manage relationships with both ISV partners and internal teams/stakeholders
• Must reside in the US with a strong preference to hire within the central or eastern states. 50% travel to be expected.

Preferred requirements:

• Experience/exposure to the Healthcare vertical.
• Experience designing and executing joint Go-To-Market (GTM) strategies with Independent Software Vendors (ISVs), including experience building joint pipelines, defining shared value propositions, and aligning partner solutions with broader enterprise sales objectives.
• Strong capability to develop and deliver sales enablement content that articulates the business value of partner applications running on proprietary hardware; familiarity with software testing, validation, and optimization processes for enterprise devices is highly preferred.

Pay Range:
$78,560.00 - $117,840.00 Annual

Incentive Compensation:
In addition to base pay, Zebra offers this role an opportunity to earn variable compensation in the form of commission for achieving quota, at 25% , in accordance with the terms of the applicable sales incentive plan.

Zebra Total Rewards:

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 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.

Job Posting Statement:

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 [redacted].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.

AI Technology Statement:

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.