Vertical Channel Account Manager -Europe

At Motorola Solutions, we believe that everything starts with our people. We’re a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. Our critical communications, video security and command center technologies support public safety agencies and enterprises alike, enabling the coordination that’s critical for safer communities, safer schools, safer hospitals and safer businesses. Connect with a career that matters, and help us build a safer future.

You will work closely with defined accounts for centralised penetration and procurement and the regional sales leaders of the assigned territory support. The role encompasses promoting and selling multiple Video and Security Brands from Motorola Solutions, including Avigilon, Pelco, Indigovision, Openpath, Ava, Videotec and any further brands in the VS&A division in the future as appropriate.

Motorola Solutions Video Security & Access Control division (VS&A) engages with key strategic accounts and stakeholders globally . The role in question is responsible for developing, supporting, advising, and managing these relationships, ensuring a unified engagement with the respective Motorola Solutions local sales teams, to further position the portfolio and solution offerings of Motorola Solutions VS&A., increasing the respective sales and market share.

The role is a highly varied role and requires skills in several core functions including, general management tasks, business-to-business account management, and sales activities.

The core objective of this position is to increase funnel growth and sales of our video security and access control solutions portfolio by creating and shaping demand while increasing relationships with accounts, working closely with Motorola Solutions’ regional account teams and channel partners.

Additional responsibilities include, but are not limited to the following:

• Responsible for establishing strategic business development initiatives that drive corporate growth through product expansion, partnerships and alliances with a selected list of F.A.S.T Accounts.

• Analyze market data to identify trends/opportunities, develop strategic direction from market information, and create compelling market analysis presentations.

• Effectively present Motorola Solutions’ 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 accounts.

• 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 MBO’s assigned.

• Attend team conference calls and meetings as prescribed.

• Work with and educate regional Sales Team members on how to engage with the luxury good market effectively and with maximum results.

• Help in identifying all prospective new business opportunities in the assigned luxury goods 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 the organization.

• 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&A’s Salesforce.com lead and project tracking software database. Update regularly.

• Develop standardized vertical market presentations and sales tools outlining Motorola Solutions VS&A value proposition as appropriate.

• Work with applications engineers  for proof of concept and relevant solution designs.

• Submit regular forecasts and activity reports to management.

• Strong understanding of the video surveillance & access control market in mid to premium brand space, with an aptitude for selling solutions.

• A highly self-motivated and focused individual with a passion for technology and an aptitude for customer satisfaction.

• A minimum of five years experience with a proven successful Sales/Business Development Management track record at all levels.

• Experience selling into and managing global organisations.

• Excellent verbal and written communication skills in English and at a minimum 1 additional European language, additional languages an advantage

• 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

• Pleasant & friendly style of verbal and written communication

• Excellent knowledge of networking principles and IP communication, CCTV, and access control

• Excellent IT skills, in Office/Google and other essential platforms

In return for your expertise, we’ll support you in this new challenge with coaching and development every step of the way. Also, to reward your hard work you’ll get:

• Competitive salary and bonus schemes.

• Two weeks additional pay per year (holiday bonus).

• 25 days holiday entitlement + bank holidays. 

• Attractive defined contribution pension scheme.

• Employee stock purchase plan.

• Life assurance.

• Enhanced maternity and paternity pay.

• Career development support and wide ranging learning opportunities.

• Employee health and wellbeing support EAP, wellbeing guidance etc.

• Carbon neutral initiatives/goals.

• Corporate social responsibility initiatives including support for volunteering days.

• Well known companies discount scheme.

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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 you’d like to join our team but feel that you don’t quite meet all of the preferred skills, we’d still love to hear why you think you’d be a great addition to our team.