COMPANY OVERVIEW

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.

JOB DESCRIPTION

We are looking for an accomplished sales professional with a proven track record of over-achieving quotas by selling innovative software and hardware solutions to solve complex enterprise and public sector challenges. Our sales teams own significant territories and develop their own territory business strategies in conjunction with our local, regional, and national partners.
Our sales teams work alongside world-class pre-sales engineers to build successful relationships that lead to new business opportunities. An ideal candidate can balance hunting near term opportunities with long term strategic relationships while applying solution-selling methodologies to close business, surpass sales targets, and maximize growth.

As a IT Channel Account Manager for our Cloud Video and Access control portfolio, you will be responsible for but not limited to the following:

• Build and develop our IT Partners
• Prospecting end user accounts for new business
• Drive demand for Avigilon’s cloud native video security platform within assigned territory
• Presenting and demonstrating Avigilon Alta software-defined security platform to CISOs, physical security experts, integrators, consultants, facility and property management, faculty, deans, principles, etc
• Developing local and regional partnerships to help design, configure, sell, install, and support Avigilon Alta solutions
• Teaming with engineering resources to ensure technical excellence in all positioning, competitive analysis, proposals, RFP responses, and POCs
• Providing customers and partners with pricing and configurations to meet their needs as required
• Forecasting and reporting activity accurately and in line with expectations
• Working closely with Sales Engineers to close the business to meet or exceed sales targets
• Forging high-level relationships within accounts to win incremental product and service business
• Keeping informed of the competitive landscape

BASIC REQUIREMENTS

• Ideally 4 to 5+ years of experience in selling enterprise SaaS solutions (within the IT security industry is considered a plus)
• Proven and quantifiable track record of overachievement
• Experience selling to mid-market, large enterprise, and public sector end user accounts
• Hunter background with a proven history of success
• Adept at communicating with a largely technical audience as well as strong C-level/board-level communications and relationship skills
• Good knowledge of the security market
• Self-starter, goal-oriented, and takes ownership
• Good business acumen, experience with contracts and pricing
• Excellent interpersonal, communication and presentation skills
• Working knowledge of Salesforce.com and CRM tools
• Ability to travel up to 25% of the time

TRAVEL REQUIREMENTS

25-50%

• Build and develop our IT Partners
• Prospecting end user accounts for new business
• Drive demand for Avigilon’s cloud native video security platform within assigned territory
• Presenting and demonstrating Avigilon Alta software-defined security platform to CISOs, physical security experts, integrators, consultants, facility and property management, faculty, deans, principles, etc
• Developing local and regional partnerships to help design, configure, sell, install, and support Avigilon Alta solutions
• Teaming with engineering resources to ensure technical excellence in all positioning, competitive analysis, proposals, RFP responses, and POCs
• Providing customers and partners with pricing and configurations to meet their needs as required
• Forecasting and reporting activity accurately and in line with expectations
• Working closely with Sales Engineers to close the business to meet or exceed sales targets
• Forging high-level relationships within accounts to win incremental product and service business
• Keeping informed of the competitive landscap