Channel Account Manager

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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: Motorola Solutions fixed and mobile video, access control and software solutions, led by our Avigilon Alta, Avigilon Unity and Pelco portfolios help you find, analyze and share information so you can respond to events with speed and decisiveness to keep your people and property safe. Whether you are looking to deploy a new video security or access control solution, equip your team with body-worn cameras, or leverage analytics through purpose-built applications, we have solutions to meet your needs.

We are looking for an accomplished sales professional with a proven track record of over-achieving quotas by selling innovative software and hardware solutions to solve complex enterprise and public sector challenges. Our sales teams own significant territories and develop their own territory business strategies in conjunction with our local, regional, and national partners. Our sales teams work alongside world-class pre-sales engineers to build successful relationships that lead to new business opportunities. An ideal candidate can balance hunting near term opportunities with long term strategic relationships while applying solution-selling methodologies to close business, surpass sales targets, and maximize growth.

As an IT Channel Account Manager for our Cloud Video and Access control portfolio, you will be responsible for but not limited to the following:

• Build and develop our IT Partners
• Prospecting end user accounts for new business
• Drive demand for Avigilon's cloud native video security platform within assigned territory
• Presenting and demonstrating Avigilon Alta software-defined security platform to CISOs, physical security experts, integrators, consultants, facility and property management, faculty, deans, principals, etc
• Developing local and regional partnerships to help design, configure, sell, install, and support Avigilon Alta solutions
• Teaming with engineering resources to ensure technical excellence in all positioning, competitive analysis, proposals, RFP responses, and POCs
• Providing customers and partners with pricing and configurations to meet their needs as required
• Forecasting and reporting activity accurately and in line with expectations
• Working closely with Sales Engineers to close the business to meet or exceed sales targets
• Forging high-level relationships within accounts to win incremental product and service business
• Keeping informed of the competitive landscape

• Ideally 4 to 5+ years of experience in selling enterprise SaaS solutions (within the IT security industry is considered a plus)
• Proven and quantifiable track record of overachievement
• Experience selling to mid-market, large enterprise, and public sector end user accounts
• Hunter background with a proven history of success
• Adept at communicating with a largely technical audience as well as strong C-level/board-level communications and relationship skills
• Good knowledge of the security market
• Self-starter, goal-oriented, and takes ownership
• Good business acumen, experience with contracts and pricing
• Excellent interpersonal, communication and presentation skills
• Working knowledge of and CRM tools
• Ability to travel up to 25% of the time

• Travel Requirements: 25-50%
• Relocation Provided: None
• Position Type: Experienced
• Referral Payment Plan: No

Motorola Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other legally-protected characteristic. We are proud of our people-first and community-focused culture, empowering every Motorolan to be their most authentic self and to do their best work to deliver on the promise of a safer world. If you'd like to join our team but feel that you don't quite meet all of the preferred skills, we'd still love to hear why you think you'd be a great addition to our team.