Channel Sales Executive - Pelco - Northeast

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

Department Description
Motorola Solution’s Video Security & Access Control Division (VS&A) is defining the future of the security industry through innovative end-to-end-solutions and award-winning AI based surveillance systems. We are proud to be industry leaders in video solutions and analytics installed in more than 120 countries at thousands of customer sites, including school campuses, transportation systems, healthcare centers, public venues, critical infrastructure, prisons, factories, casinos, airports, financial institutions, government facilities, and retailers. Pelco, a Motorola Solutions company, is a global leader in the design, development, and manufacturing of IP cameras and accessories with a legacy of innovation spanning decades, committed to providing cutting-edge solutions to meet the evolving needs of its customers.

Job Description

Reporting to the Pelco Regional Sales Director Northeast, the Channel Sales Executive acts as a primary contact for all Pelco selling initiatives with end-users in territory, proactively manages their relationships and deploys sales actions and strategies in order to grow business and meet territory revenue goals.

Responsibilities:

• Self-starter that is able to penetrate new accounts 

• Develop new business with end customers that will be fulfilled via our partner channel

• Meet or exceed assigned revenue and project quotas focused on Pelco products and services.

• Promote and market Pelco products and services within the assigned territory and named accounts.

• Support sales activities in the assigned territory and accounts by creating, nurturing, and responding to sales opportunities for Pelco products and services.

• Create and manage a healthy sales funnel.

• Conduct sales calls, schedule local promotional work and track sales activities.

• Create and execute targeted marketing plans, including marketing campaigns, tradeshow events, sales tools and web resources, social media and customer interactions as approved

• Work with vertical marketing teams to identify end user engagement opportunities through associations, conferences, and tradeshows.

• Leads video and analytics solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.

• Prospecting on a daily basis using all tools available will be key to the success of this position.

• Work with North American Sales Team on identifying key partners, integrators, and customers; equipping team with resources to quickly and effectively engage contacts in a manner that will result in Pelco differentiation, market leadership, and subject matter expertise that will help close deals

• Attain “Trusted Advisor” status with customers and Channel Partners to enable increased System and Business Development. 

• Sales Forecasting as required.

• Maintain CRM data for new and existing account development.

• Other duties as assigned. 

• Design, build and execute a comprehensive business plan for named accounts in the critical infrastructure space (utilities, oil & gas, energy, mining, water ports)

Additional Skills 

• 4+ years of technical solutions sales experience

• Physical security solutions experience a plus

• Experience working with channel strategies and initiatives

• Industry sales experience in the following verticals is preferred: utilities, oil & gas, energy, mining, water ports

• Strong technical acumen and ability to speak towards our products and solutions

• Ability to accurately forecast revenue on a weekly, monthly, quarterly, and annual basis

• Proven record of achievement in delivering sales results and developing collaborative relati