Director of SalesMotorola Mobility LLC - Linthicum, MD
Director of Sales
On any given day, every moment matters to someone, somewhere. And every moment, Motorola Solutions' innovations, products and services play essential roles in people's lives. We help firefighters see around buildings and police officers see around street corners. We keep utility workers connected and visible to each other with real-time voice and data communication across the smart grid. And we provide the situational awareness first responders need when a moment brings catastrophe. We help people be their best in their moments that matter.
Motorola Solutions Inc. recently acquired Avigilon, a Motorola Solutions company, who provides trusted security solutions to the global market. Avigilon 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.
The Federal Video & Physical Security Business Director will work as part of the Motorola Solutions Federal Markets Sales Organization and will lead the coordination of multifunctional teams to identify, develop, drive, and close opportunities for video, physical security & surveillance and analytics. The successful candidate must provide leadership and communicate Motorola Solutions' strategies and vision around video and security solutions to important stakeholders across the U.S. Federal market space and will be responsible for:
Working with the Motorola Account Executives, Avigilon Regional Sales Directors and existing Avigilon Partners to drive near-term opportunities in the Federal marketplace
Reviewing Avigilon and Motorola Solutions Partners who sell into the Federal marketplace to determine if the existing model provides the greatest opportunity for growth
Developing a comprehensive approach to this important marketplace including route(s) to market and service delivery model(s):
Examining alternative routes to market, including:
the recruitment of New Partners focused on the Federal market space,
the utilization of Motorola Direct Sales/Contracts,
the utilization of existing MSI Federal Resellers,
Evaluating service delivery models and approaches, including:
the potential to use existing Avigilon partners for deployment and configuration services as subcontractors to MSI (either via our existing Services Organization or a new Video Services business unit)
the potential to use existing Avigilon partners for deployment and configuration services as subcontractors to existing MSI Federal Resellers
the potential to use existing MSI MSS partners for deployment and configuration services as subcontractors to MSI (either via our existing Services Organization or a new Video Services business unit,
our desire and ability to develop organic capabilities to deliver deployment and configuration services
Collaborating with the Federal Markets sales teams and the Protect Series development and deployment teams to develop a comprehensive go to market strategy, which leverages current market development activities around the Protect Series to drive video up-sell and/or to leverage video / physical security sales efforts to drive future Protect Series sales
Accountable for continuously refining the U.S. Federal Markets go-to-market strategy while executing on it to ensure continued facilitation of on-going business opportunities within the Federal market space.
Promote, create, nurture and respond to sales opportunities and close sales orders in the Federal market space for Motorola Solutions' / Avigilon's video and security solutions products and services through direct customer contact within the Federal market space, leveraging MSI's Account Executives (AEs), Manufacturers Representatives, and Channel Partners (Avigilon and MSI).
Establish quarterly and annual sales objectives in coordination with the Vice President, Federal Markets Sales and the DOD and Civil/LEA Territory Vice Presidents (TVPs)
Be a trusted advisor to the customer and the internal sales team
Conduct sales calls, schedule promotional work and regularly track sales activities with all channel and end-user opportunities using Salesforce.com lead and project tracking software database.
Collaborate with Account Executives on sales strategy and account plan, as well as the preparation of proposals and quotes for prospective customers and provide them with published prices, and information regarding terms of sales and delivery timelines. Discounts beyond the published price pages must be proposed and reviewed with the Vice President, Federal Markets Sales and the DOD and/or Civil/LEA Territory Vice Presidents (TVPs) consistent with Motorola's Delegation of Authority
Responsible for representing Motorola Federal Markets to the channel resellers and persuading them to represent, support and supply Motorola / Avigilon products within the Federal market space. Also responsible for representing the channel perspective(s) to Motorola / Avigilon and ensuring collaboration by linking the reseller's success to Motorola / Avigilon
Identify, qualify, select and manage: integrators, VARs (value added resellers). These must be proposed and reviewed with the Vice President, Federal Markets Sales and the MSI Legal G9 process prior to signing
Develop local partnerships and overall ecosystem for solutions offerings
Provide first level technical & business guidance to customers (end-users), integrators and partners
Provide product and sales training to integrators, and end-users to help them understand our products including how and when they should be used according to their specific application.
Attend tradeshows and professionally participate in booth duty within the Motorola Solutions/Avigilon booth at various marketing events
Participate in the development of training materials
Feedback end-user customer requirements to engineering and operations departments to help implement product improvements and new product releases
Understanding of U.S. Federal Markets customer base and contract vehicles
Intimate knowledge of the video and physical security space within the U.S. Federal Government (min.), experience in other verticals (transportation, ports (air/sea), retail etc.) a plus (desired)
Basic knowledge of channel integration and distribution methodology
Must have excellent relationships and/or the ability to build relationships, with senior leadership of IT vendors, IT solutions providers, and large system integrators in the Federal marketplace
Experience selling large solutions systems or large, long-cycle complex deals or acting as a consultant in large deals, including deals where you have acted as the Prime Contractor, sub-contractor to a Large System Integrator or technology supplier with ability to determine best role on a deal by deal basis
Experience in influencing RFPs and Federal Government funding for large, complex multimillion- dollar deals
Experience creating solutions that meet Federal RFP requirements that include services, systems, devices and applications
Compile data on competitive products and pricing in Federal markets, maintain working knowledge of competitive offerings
Identify key video, physical security & surveillance market influencers, establish contact with them, and demonstrate to them the superiority and utility of our products, software & services
Capable of developing an internal teaming approach via multiple MSI functional teams required to successfully drive business opportunities to contract awards including: Field Sales, Channel Management, Finance, Contracts, Legal, Pre-Sale/Engineering and Avigilon employees
Creativity to envision new products, solutions, services, systems, and/or applications, and the flexibility to view issues from the partner's and/or customer's perspective while keeping Motorola Solutions' / Avigilon's primary business objectives in mind is a necessity
Effectively maneuvers through complex political situations internally and externally to benefit Motorola / Avigilon and Reseller/MR and customer relationships.
Ability to develop a working technical knowledge of Motorola / Avigilon product portfolio, including cameras, VMS, Analytics software and the Protect Series portfolio
Ability to develop a working knowledge of selling Motorola /Avigilon systems and product offerings, including cameras, VMS, Analytics software and the Protect Series portfolio
Creates and uses sales tools, strong business/marketing, financial and computer skills required
Ability to multi-task and work independently of supervision
Strong organizational and analytical skills
Strong written and verbal skills
Only high energy, high enthusiasm, and highly motivated individuals need apply
Has experience proactively identifying and responding to customer needs analysis
Experience working with 3rd party vendors and channel partners
Frequent travel may be required during the execution of the duties of the Federal Video & Physical Security Business Manager position.
Motorola Solutions may allocate such additional or other duties of work as informed to the Federal Video & Physical Security Business Manager, by the Vice President, Federal Markets Sales
10 years of sales/leadership experience within the public safety/government marketplace
Sales Management acumen with direct teams
Motorola Solutions is an Equal Opportunity Employer committed to no discrimination because of race, color, creed, marital status, age, religion, sex, national origin, citizenship, sexual orientation, gender identity or expression, genetic information, disability, protected veteran, or any other legally protected characteristic.
20 days 6 hours ago
Please review all application instructions before applying.
Motorola Mobility, owned by Google, is breaking through the barriers that separate people from the things they love. We're designing technology that connects seamlessly so consumers have the best content at their fingertips, every second of every day. TV, talk, text, email and web surfing – we're putting people at the center of it all. It's what we call a Motorola Powered future and we're making the devices that do more, so people can do more.
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