ISV Manager – Federal/SLED Government (Remote DC / anywhere US)

Washington, District of Columbia, United States
  • $102,600 - $153,800 per year
  • 4453004011 4453004*** show
  • April 3, 2024

Job Description
Remote Work: Yes

At Zebra, we extend the edge of possibility by shaping the future of work on the front line—reinventing how businesses run and moving society forward.

We are a community of changemakers, innovators and doers who come together to deliver a performance edge to the front line of business. We develop new technologies and create new solutions with partners to help organizations act with greater visibility, connectivity, and intelligence—delivering better experiences for workers and those they serve.

Being a part of Zebra means being seen, heard, valued, and respected as you define your path to a fulfilling career. Here, you’ll have opportunities to learn and lead at a leading company, and you can channel your skills towards causes that you and the Zebra community care about, locally, and globally.

Together, we’ve only begun to define the edge of what’s possible—for our people, our customers, and the world.

We are looking for a collaborative, high-energy, self-driven professional with excellent communication skills that can help develop our Federal Government ecosystem. This individual contributor role is responsible for the recruitment, enablement and development of software partners (ISV’s) that create applications servicing our targeted customers in a variety of different verticals and sub-verticals. In addition, this person will drive the sales awareness strategy for this vertical and ensure the sales teams have the right partner portfolio to effectively sell into their assigned verticals. The success of the role will be measured on a combination of influence revenue, number of influence registrations, and marketing activities specified in their MBO’s.

This remote role can be based anywhere in the US. Preferential consideration will be given to those that reside near/around Washington DC. ~ 50% travel is to be expected.


  • Identify, evaluate, recruit, enable and manage strategic vertically focused Alliance and ISV partners with a strong enterprise mobility value proposition
  • Align with our vertical industry solution, product business units, and strategy teams to determine target list of strategic recruits to enable our success in the selected verticals
  • Clearly articulate target markets the Alliance/ISV partners can address and their value proposition to the customers in that market
  • Focused on Alliance/ISV Partner success. Maximizing the Alliance/ISV value with the sales teams and nurture the relationship. Enable Alliance/ISV partner growth, readiness and capability. Position the Alliance/ISV partner appropriately to sales and vertical market teams within Zebra.
  • Educate partners on Zebra products and offerings on a regular basis
  • Manage partner and Zebra sales interaction to assure that the Alliance/ISV is receiving the benefits of working with Zebra
  • Attain “trusted advisor” status with the partners, help manage partner conflict, and be an advocate for the partner inside of Zebra
  • Achieve quarterly targets and metrics outlined by the business

Minimum Qualifications:

  • Bachelor’s or equivalent experience
  • 5 + years related experience in one or more of the following specifically within the government ecosystem:
    • Partner/sales development and management
    • Working knowledge of channel delivery business models
    • Experience working with software partners
    • Experience in the enterprise mobile computing, scanning, printing and RFID sensor marketplace
  • Must reside in the US. Preferential consideration will be given to applicants residing near/around Washington, DC. ~ 50% travel to be expected.

Preferred qualifications:

  • Direct experience serving in the military or as a police officer highly desired
  • Strong ability to energize and lead ISV partner prospects
  • SFDC knowledge is a plus
  • Passion and commitment for partner and channel success
  • Ability to work in a collaborative and team environment, while managing multiple competing priorities and maintaining a high level of productivity
  • Deep experience managing joint GTM success with technology partners, including development and tracking of joint sell-with and sell-through business activities
  • Track record of success building a partner ecosystem with solutions or innovation programs
  • Excellent written and verbal communication, listening, and presentation skills
  • Excellent organization, problem solving and planning skills
  • Skillful in negotiating, conflict resolution, and problem resolution


Zebra is an equal opportunity/affirmative action employer committed to a diverse and inclusive workplace All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, national origin, disability and 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 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.

Know Your Rights:

Conozca sus Derechos:

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 102600.00 – USD 153800.00 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 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. You can always verify the validity of a job posting or recruiter interaction by contacting us at If you are a victim of identity theft contact your local police department.

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