Channel Sales Executive - New England Area

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. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.

Department Overview

The North America Channel Sales team works with Motorola’s Authorized Reseller Channel Partners to provide business-critical voice & data communications systems to the commercial, enterprise, and education markets. Customers turn to us when they need to ensure worker safety and get important messages out to all staff using their own dedicated, land-mobile-radio based communications network.

Job Description

The primary function of the Channel Sales Executive (CSE) role is to grow revenue of MOTOTRBO two-way radio subscribers, systems, and accessories in the commercial, enterprise, and education markets. The CSE is also responsible for growing orders & revenue of strategic products complimentary to MOTOTRBO including WAVE broadband devices and services, Avtec voice dispatch consoles, body worn cameras, and services.

Key Objectives

• Generate Prospecting and Key Account Lists: Research, Identify, and pursue a list of strategic customer accounts that represent the largest revenue opportunity or are most growable. Work with Channel Partners to identify net-new logo customers using competitive equipment as well as legacy customers using older Motorola radio technologies or conventional systems and upgrading them to MOTOTRBO Capacity Plus and Max digital trunking

• Utilize Motorola Solutions Sales Messaging and Enablement Tools: Deliver a compelling headline to customers on the challenges we solve, when customers turn to Motorola, and our offering in a concise story that can be used in prospecting, discovery meetings, and throughout the sales process.

• Create a Sales Strategy and Implement It: Schedule time for prospecting and new business development activities in the pursuit of new customer conversations and meetings. Together with Channel Partners conduct customer sales meetings, presentations, develop a pipeline of sales opportunities, create proposals, and ultimately sell our products and solutions to customers.

Expected Activity

• Regular, weekly prospecting on your own and jointly with channel partner sellers.

• Rigorous calendar management, blocking out time for important business development activities including trade shows and networking events, while also booking 3-5 customer meetings per week. 

• Completion of Motorola sales and product training and continuous education on our solutions and how they solve customer challenges. Understand the value of industry specific applications for our products and provide guidance on their selection and integration.

• Highly responsive to customers and channel partners, consistently showing up when needed and becoming a sought-after resource.

• Attain “Trusted Adviser” status with customers and Channel Partners to enable increased system business.

• Participate in and support Channel Partner reviews and coach and mentor new sales reps within our Channel Partner community.

• Mapping out key customer accounts, identifying the various buying influencers and their vision of success, and maintaining strong relationships with customers alongside our reseller partners.

• Maintain a full and healthy pipeline of sales opportunities, keeping detailed notes on customer interactions and activities in the CRM, and moving opportunities through the sales process.

Preferred Qualifications:

• Bachelor's degree with 4+ years of sales / customer service / project management / engineering experience

• Experience using Customer Relationship Management (CRM) software (e.g. Salesforce)

Location & Travel Requirements:

• Candidate must reside in Massachusetts, Rhode Island, Connecticut, New Hampshire, Vermont, or Maine.

• Travel will be 50-75% of the time. This travel (car and air) will be within the territory with occasional travel outside the territory.

Target Base Salary Range: $85,000 - $95,000 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