Sr. Account Manager Software Sales (New Accounts)

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

The Software Enterprise Sales team is a group within Motorola Solutions, Inc. that provides industry leading, next generation Citizen Engagement, 9-1-1 Call Taking, Computer Aided Dispatch, Records Management, Jail Management, Public Service 311, and analytics software applications to the Public Safety and Public Service markets. No other company has the breadth and depth of technology and experience to deliver end to end public safety applications and mission critical voice and data communications systems.

Job Description

We are seeking a top-performing, technical sales professional who understands the unique approach to selling our company’s public safety software solutions to prospective customers, while developing and maintaining excellent customer/client relationships.

Responsibilities of the Sr. Account Manager:

• This sales professional will be responsible for selling Motorola’s industry-leading computer aided dispatch and records management solutions to new customers.

• This is a hunter role, assigned to capture new business in the industry’s large-tier agencies.

• This role will be assigned to work with the largest cities and counties within the territory to proactively influence well in advance of any formal project.

• Customer relationships are developed by phone contact, personal visits, tradeshow attendance,  onsite discovery, software demonstrations, oral presentations, and through attending regional user group meetings.

• Sales responsibilities are assigned by region or major geographical area and territories are sized by total customers operating as a "host" agency.

• Selling opportunities include on-site product presentations, internet demonstrations, and coordinating with state and local officials on individual and multi-jurisdictional projects. A thorough understanding of local government procurement processes are helpful.

• Typical travel is moderate to high with being in territory (in front of the customer) 50-65%.

• Top sales performers are compensated aggressively with accelerators upon achieving annual sales quota.

Specific Knowledge & Skills:

• Bachelors Degree with 4+ years of sales/public safety experience or 8+ years of sales/public safety experience

• Sales experience in a technical field, computer software industry, or government sales preferred  

• Experience selling to multiple levels, project stakeholders, and committees a plus

• Experience with large ticket products having long sales cycles beneficial  

• Ability to articulate and sell enterprise software solutions

• Highly driven and self-motivated

• Consistently proactive toward lead and opportunity qualification and development processes

• Possess excellent communication skills and have demonstrated problem-solving and negotiating skills  

• Possess both consultative and relationship-based sales qualities when engaging with prospective customers

• Familiar with CRM (Customer Relationship Management) upkeep, management, forecasting, and maintenance of sales pipeline activities

• Possess creative and persuasive presentation and verbal communication skills

• Familiar with Microsoft Office programs

• Proven time management skills are critical

• Ability to continually qualify strength and viability of opportunities throughout dynamic sales process is crucial

• Technical aptitude a plus

• Entrepreneurial experience and “builder” attitude a plus

• “Pleasant Persistence” is a virtue in this position 

• This position is to be supporting the following states: Indiana, Kentucky and Illinois. Preference will be given to candidates who live in Indiana, Kentucky, or Illinois, but candidates in surrounding states would be considered.

• This position is subject to working in high security areas governed by the US Departme