Partner Account Manager - CDW

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

In our video security and access control (VS&A) portfolio, we develop and manufacture video analytics, network video management software and hardware, surveillance cameras, and access control solutions. Motorola’s Avigilon Unity, Alta, and Pelco 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.

At Motorola Solutions, we create technologies our customers refer to as their lifeline. Our technology platforms in mission-critical communications, command center software, and video security and analytics, bolstered by managed and support services, make cities safer and help communities and businesses thrive. At Motorola Solutions, we are ushering in a new era in public safety and security.

Job Description

Drive significant revenue growth and expand MSI VS&A's presence within CDW by building and nurturing strong, collaborative relationships. This role requires a strategic approach to account management and sales, with a focus on developing long-term partnerships and maximizing business opportunities.

Responsibilities:

Strategic Account Management: Develop and execute strategic business plans for CDW, focusing on enhancing brand preference, increasing product adoption, and expanding overall market share within the assigned territory. This includes identifying and pursuing net-new business opportunities.

Relationship Building: Cultivate and maintain strong relationships with key stakeholders across CDW, including sales, technical, and executive leadership. This will involve regular in-person meetings (on-site, 3 days a week), lunch-and-learns, and other engagement activities.

Sales Enablement: Provide CDW with the necessary training, tools, and support to effectively sell MSI VS&A solutions. This includes coordinating and driving MDF/SPIFF programs. Ensure the CDW sales team's certifications are up to date.

Pipeline Management: Manage and grow a robust sales pipeline within CDW, utilizing Salesforce, the CDW Partner Portal, and other reporting tools to track progress and accurately forecast revenue.

Collaboration: Work closely with internal MSI teams (sales, marketing, and technical) to support account initiatives and ensure a seamless partnership experience with minimal channel conflict. Align CDW vertical sales and SA teams with MSI Territory CSEs.

Performance Reporting: Track and analyze key account performance metrics, providing regular updates to leadership on account health, opportunities, and challenges.

Team Contribution: Assist the Sr. Director in establishing team goals, providing ongoing training recommendations, and supporting the onboarding of new team members.

Specific Knowledge/Skills:

• 5+ years of video security solutions or sales experience

• Previous experience with handling direct market reseller accounts is required 

• Previous experience working with channel strategies and initiatives required 

• Strong executive presence with experience working with cross-functional teams

• Strong technical acumen and ability to speak about our products and solutions

• Proven record of achievement in delivering sales results and developing collaborative relationships

• A strong understanding of our go-to-market strategy and sales philosophy is required

• Excellent analytical, verbal, and written communication skills

• Time management skills are required, and candidates must have the ability to manage multiple priorities in a complex, fast-paced environment

• Previous leadership experience preferred 

• Ability to travel up to 35% of the time. Travel is throughout North America

Target Base Salary Range: $67,100 - $148,4