Pre-sales engineer
CO-Bogota
Latin America
Req #: 111295
Type: Employee|Employee|Regular Full-time
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Overview: Working with Account or Channel Management, owns development and execution of technology strategy. 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. 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 Important: Valid Visa and availability to travel up to 50% Qualifications: * Engineering degree or equivalent experience preferred * Advanced English proficiency -Mandatory * 4-5 years of relevant work experience * 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 * Higher level technical skills than typical sales criteria Preferred Qualifications: * B2B experience * Mastery of the Zebra Portfolio: * Mobile Computing: In-depth knowledge of Zebra's mobile computers (e.g., TC and MC series), their differences, use cases, and the Android Enterprise operating system. * Scanning and Data Capture: Expertise in barcode technologies (1D/2D), RFID, and how they are applied in different industries. * Printing: Understanding of Zebra's printers (desktop, industrial, mobile) and consumables (labels, ribbons). * Software and Analytics: Familiarity with Zebra's software ecosystem (Zebra DNA Cloud, Workforce Connect) and how it integrates to provide additional value. * Knowledge of Customer Environments: * Networking: Solid knowledge of Wi-Fi, Bluetooth, and cellular networks to ensure devices operate optimally in complex customer environments (warehouses, retail stores, hospitals). * Systems Integration: Understanding of how Zebra solutions integrate with key enterprise systems like ERP (SAP, Oracle), WMS (Manhattan, Blue Yonder), and Point of Sale (POS) systems. API knowledge is a plus. * Industry Verticals: Understanding the specific workflows and challenges of Zebra's key industries: * Retail: Inventory control, store management, mobile POS. * Transportation & Logistics (T&L): Warehouse management, proof of delivery, yard logistics. * Manufacturing: Production traceability, asset management. * Healthcare: Patient identification, medication administration. * 2. Business and Sales Skills (The Consultative Approach) * 3. Interpersonal Skills (Communication and Collaboration) These are crucial for being the technical face of the company to the customer. Consultative Selling: The ability to listen to the customer, understand their business problems (not just their technical requirements), and design a solution that solves those problems. * Exceptional Communication: * Presentations and Demos: The ability to deliver compelling and customized product demonstrations that show how the solution solves the customer's specific problems. * Technical Translation: The ability to explain complex technical concepts to both technical audiences (e.g., an IT Director) and non-technical audiences (e.g., an Operations Manager). * Problem-Solving: Being creative and analytical to overcome technical objections and find solutions to challenges that arise during the sales cycle. * Cross-functional Collaboration: Working smoothly with sales, product, engineering, and post-sales support teams to ensure a consistent customer experience. * Self-Management and Proactivity: The ability to manage their own time, prioritize opportunities, and continuously learn about new technologies and products.
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