Senior Account Manager - Control Room Sales Southern Europe with focus on Spain and Portugal

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 Control Room overlay team is a dedicated sales team with specific focus on control room business in Europe. We focus on 112, Police, Fire, Utilities and Transportation.
The overlay team works closely with the account managers from the direct sales organisation.

At Motorola Solutions, we connect technologies that help protect people, property, and places. By enabling seamless collaboration between public safety agencies and enterprises, we take a proactive approach to safety and security.

Job Description

We are seeking a top-performing Account Executive who understands the unique approach to selling our company’s public safety software solutions to prospective customers in Southern Europe with an initial focus on Spain and Portugal.

This sales professional will be responsible for selling Motorola’s industry-leading 112, next-generation core services, computer-aided dispatch, records management, evidence management, analytics, and situational awareness solutions to new customers.

This is a hunter role, assigned to capture new business in the southern region. This role will be assigned to work with cities, counties and countries within the territory to proactively influence well in advance of any formal procurement process. 

Customer relationships are developed by phone contact, personal visits, tradeshow attendance,  onsite discovery, software demonstrations, oral presentations, and through attending regional user group meetings. Selling opportunities include on-site product presentations, video demonstrations and coordinating with state and local officials on individual and multi-jurisdictional projects. A thorough understanding of government procurement processes in the region is helpful. 

 

What do we expect?
As the Account Executive you are responsible for generating pipeline and eventually close business opportunities. This is what we expect:

• Within the first six months we expect that you have cultivated opportunities that would not otherwise have happened

• Within the first 12-16 months we expect that you will close opportunities that would not otherwise have happened

Apart from this we expect you to be :

• Building and nurturing trusted, long-term relationships with customers to position Motorola Solutions as the go-to partner.

• Creating and executing a business plan to grow customer accounts and identify new sales opportunities.

• Expanding the account by up-selling the entire control room  portfolio of solutions, including critical communication, call taking, CAD, and video.

• Maintaining accurate account information and opportunity updates in Salesforce.

• Collaborating with internal stakeholders, including bid management, technical architects, product teams, and legal, to ensure seamless customer engagement.

• Accurately forecasting business opportunities

Basic Requirements

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

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

• Experience selling Control Room solutions is required

• Experience developing a new territory or region is preferred

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

• Experience with large ticket solutions having long sales cycles  

• Ability to articulate and sell complex 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 e