Enterprise Account Executive - Cloud Software Sales

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 Enterprise Resiliency and Security team at Motorola Solutions provides a complete organizational resilience ecosystem that unifies proactive risk assessment and business continuity planning with rapid, multimodal mass notification and emergency response tools. Our mission is to solve critical business problems for large-scale organizations.

Job Description

We are seeking a Strategic Enterprise Hunter who views sales as a craft and thrives in a coaching-heavy culture. Reporting to the Area Sales Manager, you will be responsible for hunting and closing new enterprise business.

This is a pure New Logo acquisition role. You will report to a leader who acts as a coach, utilizing MEDDPICC as a roadmap for deal control rather than a reporting burden. You will be responsible for penetrating the nation’s largest Integrated Delivery Networks (IDNs) and multi-campus hospital environments, disrupting the status quo, and evangelizing the transition from archaic, manual processes to a unified digital safety ecosystem.

Key Responsibilities:

• Strategic Territory Penetration: Design and execute a comprehensive hunter business plan to identify and break into new accounts from scratch.

• Champion Development: Identify and test prospective Champions to ensure they possess the influence and access to the Economic Buyer required to move an enterprise deal forward.

• Metrics-Driven Pipeline Command: Maintain a 3x to 4x pipeline through a high volume of top-of-funnel activity, including executive-level outreach and territory business reviews.

• Forecasting Excellence: Maintain radical accountability over your sales funnel, providing accurate monthly, quarterly, and annual revenue forecasts through proactive ownership and total deal control.

• Discovery Mastery: Slow down to go fast by conducting deep discovery that uncovers and implicates the "Cost of Inaction" associated with a current manual or legacy workflows.

Preferred Attributes:

• Hard Skills: Proven track record of managing and closing 6-figure and 7-figure ACV enterprise deals. Expert-level mastery of the MEDDPICC qualification framework to strictly qualify and close 6 to 12-month sales cycles. Skilled at converting technical pain into quantified business value for the Economic Buyer.

• Soft Skills: Exceptional executive presence to command a boardroom of hospital executives. High level of coachability with the courage to seek feedback and the adaptability to implement it instantly. A high-ownership mindset that thrives on the challenge of cold-starting a territory by unseating entrenched competitors or overcoming the inertia of legacy workflows and manual processes.

The First 90 Days: Path to Elite Performance

• Days 1–30: Master the SaaS suite, achieve MEDDPICC internal certification, and identify the Top 25 priority IDN targets in your territory.

• Days 31–60: Initiate strategic outbound to Economic Buyers and lead discovery calls focused on illuminating the hidden risks of current manual hospital workflows.

• Days 61–90: Build a 3x-4x qualified pipeline and gain verbal validation of business pain from at least one Economic Buyer in a Tier 1 System.

Target Base Salary Range: $110,000 -  $140,000 USD

Consistent with Motorola Solutions values and applicable law, we provide the following information to promote pay transparency and equity. Pay within this range varies and depends on job-related knowledge, skills, and experience. The actual offer will be based on the individual candidate. 

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Basic Requirements

• Bachelor's Degree with 4+ years of sales experience

• OR 8+ years of sales experience

Travel Requirements

Over 50%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

Yes

Our U.S. Benefits include:

• Incentive Bonus Plans

• Medical, Dental, Vision benefits