Sr. Manager, Business Development - Direct Market Resellers

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.

Job Description

The Sr. Manager, Business Development - Direct Market Resellers is a dynamic and results-oriented growth leader who will be pivotal in establishing a DMR program and driving new revenue. The Sr. Manager will be at the forefront of developing and executing effective sales strategies, building and managing an exceptional team of sales, engineering, and market experts, and fostering invaluable relationships with Direct Market Resellers and end-user organizations.

Responsibilities include but are not limited to:

• Lead a team in managing direct market reseller accounts, building executive-level relationships within the defined set of accounts, and driving business through multiple lines of solution sales.

• Define and lead the go-to-market strategy for direct market resellers, including establishing and aligning with key distributors, overseeing product entitlements, and building a strong partner program that fosters loyalty and delivers results.

• Coach and manage team members, setting clear quarterly and annual business goals, utilizing Salesforce and other business tools to manage and track progress of team members' goals

• Educate internal team members on co-selling with DMR accounts and aligning Motorola sellers with the appropriate DMR contacts.

• Develop and implement a comprehensive sales strategy for assigned accounts, aligning it with our overall business objectives and leveraging market trends to drive growth.

• Cultivate and nurture key accounts and influential stakeholders within the commercial and enterprise sectors, fostering lasting relationships that drive business growth.

• Develop accurate sales forecasts and regular reports, providing valuable insights on sales performance, pipeline, and market trends to the leadership team.

• Promote, train, and sell MSI’s products and services through direct customer contact within the assigned geographic territory and accounts.

• Work to identify new markets, explore partnership opportunities with existing accounts, develop new business plans, and establish objectives.

• Focus on the continuous improvement of the team, identifying the need for ongoing training, and provide recommendations to management.

Preferred Qualifications:

• Minimum 7 years of video security solutions or sales experience

• Minimum 5 years of leadership experience required 

• Extensive knowledge of the Direct Market Reseller model and how partners benefit from their relationship with MSI

• Proven track record in strategic account development, execution, and delivering results 

• Thorough understanding of Motorola Solutions’ ecosystem 

• 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

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

Location and Travel Requirements:

• Must be able to travel up to 80% of the time within North America

• Preferred