Buenos Aires, Argentina
Full time
JR

What We're Looking For

To support the expansion of Zebra's market share by managing and nurturing relationships with assigned accounts and channel partners. A Junior KAM at Zebra acts as a strategic bridge, driving transactional and moderately complex solution sales across key verticals.

Account Management & Relationship Building

- Build and maintain strong, long-lasting customer relationships with key stakeholders and decision-makers within assigned accounts.
- Identify opportunities to upsell and cross-sell within existing accounts to maximize revenue potential and increase Zebra's wallet share.
- Work closely with internal cross-functional teams (technical pre-sales, marketing, product development, and channel operations) to ensure seamless service delivery and high customer satisfaction.

Strategic Sales Execution

- Develop and execute comprehensive sales strategies aligned with both Zebra's organizational goals and customer business objectives.
- Apply solution-selling techniques to propose tailored products and services that effectively address customer challenges and deliver measurable business results.
- Meet or exceed individual sales quotas, revenue targets, and customer satisfaction benchmarks.

Solution Expertise & Market Alignment

- Develop and maintain a deep understanding of Zebra products, solutions, and technologies to effectively address customer needs and provide tailored recommendations.
- Contribute to the development of business products and services while understanding, respecting, and adhering to multi-business protocols and internal guidelines.




- Monitor industry trends and competitor activities to position Zebra's solutions effectively in the market.

Decision-Making & Autonomy (Scope of Work)

- Work under general supervision, receiving guidance on overall objectives but owning the tactical execution.
- Make decisions of moderate complexity that directly impact project deliverables and account milestones.
- Exercise judgment in approach, demonstrating the agility to assess situations and handle trade-offs when navigating client or channel requirements.

Requirements & Competencies

- Education: Bachelor's degree in Business Administration, Marketing, Engineering, or a related technology field.
- Experience: 1.5 to 3 years of experience in B2B technology sales, Inside Sales, or Channel Account Management (experience in hardware distribution, telecom, or SaaS is a plus).
- Key Systems: Familiarity with CRM tools (ideally Salesforce / SFDC) to track opportunities and manage sales pipelines.
- Language: Advanced / Fluent English.
- Relationship Management: Ability to nurture, build, and maintain long-term trust-based relationships with key decision-makers and partner ecosystems.
- Sales Cycle Management: Familiarity with the end-to-end B2B sales cycle, including prospecting, qualifying leads, managing pipeline health, and closing deals.
- Pipeline & Forecast Accuracy: Proficiency in tracking sales opportunities,



utilizing CRM software (preferably Salesforce / SFDC), and submitting weekly sales forecasts.
- Solution Selling & ROI Articulation: Ability to clearly communicate the Return on Investment (ROI) of Zebra's hardware and software portfolios to address operational pain points.
- Market & Competitive Intelligence: Capability to conduct basic competitor analysis and pricing reviews to effectively position Zebra against competitors.
- Indirect Sales Ecosystems: Understanding of how to sell through and support distributors, Tier 1/2 resellers, and independent software vendors (ISVs).
- Co-Marketing & Funding: Basic knowledge of driving joint business activities and coordinating Marketing Development Funds (MDF) to support partner campaigns.
- Joint Business Planning (JBP): Supporting senior sales leaders in developing basic joint plans with partners to capture larger market wallet share.
- Product Knowledge: Readiness to learn and build a basic-to-moderate understanding of Zebra's core portfolio, including Enterprise Mobile Computers & Tablets, Barcode Scanners & Thermal Printers, RFID & Locationing Technologies, SaaS / Enterprise Software Solutions.
- Cross-Functional Collaboration: Ability to sync with Solutions Engineers, Technical Support, and Product Managers to resolve minor technical compatibility issues during a sale.
- Excellent Communication & Presentation Skills: Confident in delivering product demonstrations and business reviews virtual or over the phone.
- Agile Mindset & Proactivity: High degree of self-motivation, a strong work ethic, and adaptability in a fast-paced technology landscape.
- MS Office Proficiency: Ad

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