Sr. Presales Manager - Military & Defense International Markets

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.

Department Overview

The Presales teams under the The International Go To Market and Portfolio Strategy team are responsible for leading presales activities including sales support on projects and bids, quotations, demonstrations and proof of concepts, technical system design generation and ownership of sound design for the integration of ecosystem solutions.

Job Description

This role is primarily remote with expected International travel.

We are looking for an individual who can help drive winning sales strategies in response to market competitive behaviours and help us continually exceed sales targets and customer expectations.

The Sr. Presales Manager - Military & Defense International Markets will lead a hands-on team that will create, review, maintain and continually improve technical design support and successfully bring together the required resources within the organisation to produce professional, compelling and innovative proposals for our customers.

You are a collaborative, accountable, critical thinker. You should be comfortable leading technical discussions that suit the size and complexity of opportunities, working in sync with sales, international strategy, product and engineering teams to develop technical design for sustainable and commercially viable solutions for the Military and Defense vertical. This requires working collaboratively across the organisation to understand and respond to customer needs, as well as managing the production of high quality and differentiated technical responses to RFIs, RFPs or other proposal documentation.

Manages Presales Engineering Team:

• Develop and maintain deep knowledge and expertise in products and solutions for the Military and Defense markets, including the customer problems they address, how they are used, and the benefits they provide

• Understand customer needs and competition and be able to position our solutions accordingly

• Build lasting relationships with customers at all technical and business levels to help negotiate successful win-win outcomes  

• Drive demand-generating activities such as trade shows or customer workshops

• Lead the end-to-end solutions process, which includes delivering winning technical sales presentations, owning the technical design and quotation, managing technical tender responses, and analyzing 3rd party quotes to ensure competitive and technically sound submissions for Bid/No-Bid decisions

• Develop and maintain strong working relationships with sales, bid managers, legal, system integration and services teams and other internal stakeholders

• Work to solve common and complex technical business issues and recommend solutions

• Identify risks and issues and escalate to management when required

• Lead and develop top talent, providing coaching and mentoring to build successors, drive team outcomes, and foster a culture of innovation, collaboration, and continuous learning

• Drive process and operational excellence by leading the development of people, processes, and tools, and facilitating lessons learned workshops to streamline operations and enhance customer experience

• Lead the department through people, process and tools development activities

Specific Knowledge & Skills:

• Bachelor's Degree; preferred emphasis in Electrical Engineering, Data Science, Wireless/Network/Computer Engineering or Computer Science

• 7+ years experience in Sales Engineering or Solutions Architecture

• Solid understanding of the Military and Defense Industry

• Ability to collaborate with internal stakeholders to achieve agreed outcomes

• Ability to manage teams in high pressure situations

• Bid management experience preferred

• Solid understanding of wireless networks, field implementation, integrated solutions, and military and defense solutions delivery

• Strong decision-making, conflict resolution, negotiation skills, and follow-through

• Deals well with ambiguity and identifies systemic approaches to solving problems

• Excellent presentation, written and oral