Sr. Account Manager, State/Local Sales

Company Overview

At Motorola Solutions, we're guided by a shared purpose - helping people be their best in the moments that matter - and we live up to our purpose every day by solving for safer. Because people can only be their best when they not only feel safe, but are safe. We're solving for safer by building the best possible technologies across every part of our safety and security ecosystem. That's mission-critical communications devices and networks, AI-powered video security & access control and the ability to unite voice, video and data in a single command center view. We're solving for safer by connecting public safety agencies and enterprises, enabling the collaboration that's critical to connect those in need with those who can help. The work we do here matters.

Department Overview

Responsible for account development and expanding existing accounts within an established geographic territory.

Job Description

The Senior Account Manager (AM) will develop and implement a sales plan for all target public safety accounts in the assigned territory, focused in the National Capital Region, specifically Northern Virginia. The Sr. AM will be the first point of contact for the full portfolio of Motorola Solutions suite of solutions built for Public Safety Agencies.   

The Sr. Account Manager will be responsible for but not limited to the following:

• Responsible for existing and new business with Local Agencies in Northern Virginia. 

• Responsible for sales, strategic account planning, and overall relationship management for the major local agencies in the National Capital Region.

• Product and service portfolio includes land mobile radio communication technology, software based solutions (9-1-1, CAD, RMS, Analytics), video solutions (in-car, body worn, physical: video and access control), cybersecurity and services. 

• Proactively develop large project opportunities encompassing a wide range of products and services that will positively impact the mission of public safety.

• Develop and implement a comprehensive 10 year sales plan for each major agency.

• Overcome competitive situations with strategic planning, methodology and execution.

• Develop strong relationships with key decision makers and influencers within the account base to include IT, Radio Managers, Agency Directors, Police/Fire Leadership, and legislative representatives.

• Assemble, direct and coordinate a diverse team of internal & external sales resources to assess customer’s needs and address their requirements.

• Manage manufacturer representative partners and integrators to ensure business goals and go to market strategy is established, measured and executed.

• Act as a trusted advisor to influence customer’s technology platform decisions and develop preference and loyalty for Motorola Solutions.

• Proactively engage in Motorola sponsorships and technology boards to build strategic relationships gaining exposure to key personnel, become a trusted expert and aid in our position for near and long term opportunities.

• Develop Motorola procurement vehicles for all Motorola’s solutions to be leveraged across an entire assigned geographic territory.

• Ability to travel 75% within territory.

  

Specific Knowledge and Skills:

• Bachelor's Degree with 4+ years of sales/public safety experience OR 8+ years of sales/public safety experience.

• Previous Public Safety Experience is a plus.

• Previous outside sales experience selling solutions into government organizations is preferred.

• Candidates must have sales experience and an understanding of Motorola's ecosystem of solutions in order to understand the questions to ask to meet customer objectives.

• High tech solutions sales experience is a plus.

• Strong relationship development and management skills.

• Experience utilizing strategic account management practices (SalesWay).

• Excellent communication skills (oral, written & presentation), follow up and follow through skills.

• Ability to quickly learn new key characteristics of products/solutions and communicate how these solutions will solve our customer’s needs.

• Excellent negotiation skills.

• Ability to develop and maintain relationships with C-Level executives.

• Additional background checks could be required at customers' sites.

• Exceptional listening skills who can evaluate priorities, understand our customers goals and bring to them value driven solutions that deliver personal wins for our customers.

• Self-driven and motivated.

• **Preferred Candidates Will Reside in the National Capital Re