Sr. Account Manager - Government Video Sales

Company Overview

At Motorola Solutions, we believe that everything starts with safety. It’s the constant that empowers people to confidently move forward. It can fill a flight or sell out a stadium. It can care for a patient or graduate a class.

As a global leader in public safety and enterprise security, we create and connect the technologies that help to keep people safe where they live, learn, work and play. Our integrated technology ecosystem unifies critical communications, video security and access control, and command center software, enabling collaboration in more powerful ways.

At Motorola Solutions, we’re ushering in a new era in public safety and security. Bring your passion, potential and talents to a career that matters.

Department Overview

Motorola Solutions - Video Security & Access Control. Avigilon, a Motorola Solutions company, designs, develops, and manufactures video analytics, network video management software and hardware, surveillance cameras, and access control solutions. Avigilon's solutions have been installed at thousands of customer sites, including school campuses, transportation systems, healthcare centers, public venues, critical infrastructure, prisons, factories, casinos, airports, financial institutions, government facilities, and retailers.

Job Description

The Sr. Account Manager - Government Video Sales will be responsible for strategic business development and oversee the development of market/product line business plans & marketing programs to support sales in designated market segments. Additional responsibilities include, but not limited to the following:

• Responsible for sales, strategic account planning and overall relationship management for State and Local government end customers in the sales territory

• Develop and implement a comprehensive sales plan for the territory covering the full portfolio of Motorola fixed video and access control products

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

• Demonstrate the fixed video and access control portfolio to end customers in direct meeting presentations as well as at trade shows and industry events

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

• Proactively develop large project opportunities encompassing the Motorola fixed video and access control offerings, along with the rest of the Motorola Solutions portfolio of offerings

• Proactively engage and lead reseller partners in selling Motorola fixed video products and services to customers buying centers where appropriate

• Develop strong relationships with key decision makers and influencers within and outside of State and Local government agencies and other officials in order to understand and influence technology and funding priorities

• Proactively engage Motorola and Avigilon/Pelco executive sponsors to build a strategic relationship to position long term opportunities for Avigilon/Pelco and Motorola

• Develop procurement vehicles for multiple solutions and assist resellers in participating on procurement vehicles to be leveraged across an entire “target” account

• Partner with marketing, sales and technology groups to implement business development strategy into specific initiatives

• Extensive Travel (>50%) to be onsite with end customers and channel partners, trade shows, business meetings and training events

Specific Knowledge/Skills:

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

• Previous experience in Video or Surveillance industry is preferred

• Previous experience working with State & Local government a plus

• Strategic and Value selling

• Willingness and ability to be a strong self-starter and hunt to identify/create sales opportunities

• Comfort and ability to work out of a remote or home office location

• Delivering Product Demos to end users and at trade shows

• Engaging and building relationships with end users

• Engaging and building relationships with channel partners

• Identifying and on-boarding new channel partners

• Submitting regular forecasts to manager & AVP

• Submitting weekly reports to the direct manager

#LI-DH

Basic Requirements

• 4+ Years of experience working in complex technical sales OR 2+ years of Video Security/Access control field sales

Travel Requirements

Over 50%

Relocation Provided

None

Position Type

Experienced