Solutions Sales Specialist

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

As a Solutions Specialist, you will be responsible for driving thought leadership into the entire portfolio. You will be part of a Solutions Consultant team that will provide sales teams with training and strategies for new markets and customer verticals. You will provide first tier sales support for frontline sales teams. You will keep customer focus as your #1 priority, ensuring Voice of Customer engagements are conducted in a beneficial way, without confirmation bias, and by capturing customer “fields of play.” Your team will foster collaboration across the portfolio to develop sales approaches and enablement material which can be taught and delivered by our various sales and sales overlay teams. You will be responsible for researching and finding successful sales approaches to leverage the existing MSI install base to pivot sales conversations to our expansion portfolio. You will have access to the Worldwide Competitive Enablement team and the NA Portfolio Strategy teams, who will review your approach and prioritize product development to better position our products. The Solutions Specialist role will be a selling role measured primarily on selling performance in relation to quota of NA Quota Targets. This position will be assigned to and must support at least one, possibly more, of MSI's North American Sales Territories. This role will require over 60-75% travel.

Job Description

Responsibilities include but are not limited to the following:

• Create End-user and System Administrator qualitative and quantitative value propositions associated with new ASTRO System & APX Subscriber features and products within the Portfolio

• Describe and Demonstrate the Integrated Workflow to other MSI products and solutions

• Validate value propositions with MSI customers

• Interview customers and teach sales how to conduct beneficial outcome selling to generate deeper customer engagement and interest

• Providing solution demonstrations and trade show support (booth, presentations, panel discussions)

• Create and validate verbiage for capability description and value for competitive and sole source proposals in partnership with the NA proposal and field sales teams

• Maintain a customer reference list

• Collaborate with Direct, MRs and Inside Sales teams to evolve the sales training program

• Create consultant communications plan to evangelize the value of MSI unique solutions interconnections between our installed products and rest of our expansive portfolio

• Periodically educate and update the Lobbyist, Consultant, and User Group (MTUG, Summit) communities, on MSI’s portfolio of solutions at a high level

• Provide competitive positioning / winning strategies for opportunities

• Provide high-level technical oversight of proposed Solutions in support of Engineering (not design systems)

• Feed Development roadmap requests to Portfolio Strategy / Go-to-Market teams

• Provide in-person and virtual demonstrations of solutions

• Provide Backup and Fill-in Requests for your colleagues supporting other NA Territories

Specific Knowledge/Skills:

• NA State & Local or US Federal Government Sales, Technical, or Customer experience preferred

• Strong Technical Sales support background (3+ years)

• Proficient with Microsoft and Google Office Suites

• Understanding of Motorola Solutions's market segments and customers

• Strong communication and customer interaction skills required (Empathetic listening skills)

• Comfortable with presenting in intense sales environments

• Ability to communi