At Motorola Solutions we believe that everything starts with our people. Were a global close-knit community united by the relentless pursuit to help keep people safer everywhere. We build and connect technologies to help protect people property and places. Our solutions foster the collaboration thats critical for safer communities safer schools safer hospitals safer businesses and ultimately safer nations. Connect with a career that matters and help us build a safer future.
As a Vertical Channel Account Manager you will be responsible for but not limited to the following:
Drive new and expansion revenue targets across named large-scale retail accounts (grocery chains big-box stores department stores and specialty retail).
Build trusted relationships with C-Suite executives VP/Directors of Loss Prevention Organized Retail Crime (ORC) teams and Store Operations leadership.
Translate complex tech concepts (e.g. Cloud vs. On-Premise VMS AI-driven appearance search license plate recognition) into actionable ROI for retail executives.
Maintain a minimum 4x5x sales pipeline to meet and exceed quarterly and annual revenue quotas.
Analyze market data to identify trends/opportunities develop strategic direction from market information and create compelling market analysis presentations.
Effectively present Motorolas value proposition and demonstrate key attributes of our video security and access control portfolio.
Sales functions include forecasting project registration pipeline management through CRM proof of concepts demonstration and market positioning presentations. Business Development and Identification of new opportunities across the respective End user landscape specifically targeting the accounts assigned.
Business to Business functions including training as required to best position Motorola Solutions VS&A Products enabling them to confidently ensure compliance with respective corporate policies and expectations.
Ensure delivery of respective revenue quota together with any MBOs assigned.
Attend team conference calls and meetings as prescribed.
Work with and educate regional Sales Team members on how to engage with the specific vertical market effectively and with maximum results.
Help in identifying all prospective new business opportunities in the assigned End user Accounts to maximize the impact of regional Sales Team efforts within the assigned territories.
Identify product gaps that need to be addressed by Product Management in order to gain greater exposure/standardization assigned sector. Prepare reports and provide to your reporting line and Product Management on gaps and fiscal impact of gaps to Motorola Solutions Video Security & Access Control.
Interface and work with relevant 3rd party technology providers in the assigned account landscape to develop relationships for technology integrations.
Attend trade shows and professionally participate in booth duty within the Motorola Solutions VS&A attendance at various marketing events as determined necessary.
Conduct all required sales calls schedule local promotional work and track sales activities with all channels using Motorola Solutions VS&As lead and project tracking software database.
Develop standardized vertical market presentations and sales tools outlining Motorola Solutions VS&A value proposition as appropriate.
Work with Applications Engineering for Proof Of Concept and relevant solution Designs.
Submit regular forecasts and activity reports to management.
Motorola Solutions VS&A may allocate such additional or other duties from time to time as necessary to meet the needs of the business of Motorola Solutions Video Security & Access Control.
The Vertical Channel Account Manager (Enterprise) shall have core responsibility to cover the following territory: Middle East.
Strong understanding of the video surveillance & access control market in mid to premium brand space with an aptitude for selling solutions with a minimum of five years experience in this sector.
Experience: 58 years of proven B2B enterprise sales or key account management experience especially within physical security video surveillance VMS software access control or SaaS.
Retail Domain Knowledge: Strong understanding of the enterprise retail landscape specifically Loss Prevention (LP) Asset Protection (AP) and retail operations workflows will be a strong added advantage.
Established network of Loss Prevention / Asset Protection contacts in major retail brands.
Demonstrable successful strategic account management track record at all levels.
A self-motivated and focused individual with a passion for technology and an aptitude for customer satisfaction.
Strong negotiation skills being comfortable with negotiation at all levels.
Excellent presentation skills verbal and written able to communicate complex solutions in an informative way and adapt to a varied audience.
Has a pleasant friendly style of verbal and written communication.
Excellent knowledge of networking principles and IP communication CCTV and access control.
Frequent international travel will be required during the execution of the duties of the Key Account Manager expected to be in excess of 50%.
EEO Statement
Motorola Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race color religion or belief sex sexual orientation gender identity national origin disability veteran status or any other legally-protected characteristic.
We are proud of our people-first and community-focused culture empowering every Motorolan to be their most authentic self and to do their best work to deliver on the promise of a safer world. If youd like to join our team but feel that you dont quite meet all of the preferred skills wed still love to hear why you think youd be a great addition to our team.
Required Experience:
IC
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