Area Sales Manager - Federal at Motorola Solutions
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Motorola Solutions is there for our customers when everything is on the line. In extreme moments — when a hurricane lands or when a fire breaks out. And in everyday moments — when a package arrives just in time for the holiday or when a child doesn’t miss the school bus home.
We unify voice, data, video and analytics in one integrated ecosystem to enable individuals, businesses and communities to work together in more powerful ways. To help people make better decisions, act confidently and be their best in the moments that matter. Bring your passion, potential and talents to Motorola Solutions and connect with a career that matters.
Department OverviewMotorola Solutions is a world leader in the field of professional mobile communications systems with an impressive heritage of technological innovations and a global base of installed systems. This Department is responsible for selling Motorola Solutions LMR, expanded software solutions & Life Cycle Sustainment offerings to the U.S. Department of Defense customer base in the Western half of the United States.
Scope of Responsibilities/Expectations:
Proactively develop large project opportunities encompassing a wide range of products and services (core and emerging technologies) with particular focus on next-generation technology and platforms
Develop strong, trusted advisor relationships with key decision-makers and influencers within and outside of our DoD customer base in order to understand and influence funding. Interact with Senior customer levels; work independently under limited direction.
Responsible for the strategy and execution of the sales team which includes but not limited to: hiring, developing, and coaching a team of enterprise-level sales professionals. Interface with all team members in a way that drives business results and motivates the proper activity
Effectively lead internal teams on critical projects and issue resolution with clear direction and purpose
Conduct periodic reviews of sales/service strategies and action steps within focused account plans
Maintain target Customer intelligence data in Motorola CRM system Provide timely & accurate sales forecast
Drive strategies with Federal government customers for Motorola success in the bid environment
Be responsible for achieving both order and revenue financial performance for their assigned team’s territory by creating and maintaining a healthy team pipeline
Network with key Motorola Solution’s work partners including; presales engineers, area services team, marketing; product management, sales operations, order/credit management to insure your territory objectives are met.
Accurately forecast territory order and revenue numbers on a weekly, monthly and quarterly basis
Measure results in the sales funnel and account forecasts and take corrective action to ensure targets are met or exceeded
Leverage territory promotions and incentives to drive current quarter revenue targets.
Conduct joint end-user sales calls as a method of coaching and training to enhance customer relationships & ensure teams are focused on territory goals.
Function as a coach/consultant for Account Managers to drive efficiencies and contributions
Ability to quickly learn new key characteristics of products/solutions and communicate the value of those solutions to employees and customers
Be aware of competition and technology disruptors that may impact your territory and partner community
Understand Motorola Solutions' contract terms & compliance requirements.
Position requires approximately 50% travel. Travel is expected throughout all customer locations in the Western and Asia Pacific Region.
Bachelor's Degree is required, technical experience or degree a plus.
5 years of documented track record of sales performance within a technology environment is required
3 years of leadership experience
U.S. Citizen with ability to obtain a U.S. Government Security Clearance
Effective and proven negotiation skills
Ability to develop and maintain relationships with C-Level executives
Strong relationship management skills
Strong organizational and analytical skills
Highly effective communication skills (oral, written & presentation)
Ability to drive strategies with U.S. Federal government customers for Motorola success in the bid environment
Understanding of federal markets customer base, contract vehicles, funds, and purchase requirements
Experience utilizing Federal Resellers partners & contract vehicles to address customer requirements
Demonstrated ability to impact people and results remotely across multiple time zones with this internal/external knowledge
Understanding of U.S. Federal Department of Defense domain, Motorola portfolio, competitive landscape; customer procurement processes & procedures.
5+ years of technology sales experience
Motorola Solutions has implemented a voluntary COVID-19 vaccination policy. We strongly encourage all employees to be fully vaccinated. Any employee who is not vaccinated must wear a mask at all times when at a Motorola Solutions site or otherwise meeting with other Motorola Solutions employees or customers. Employees who have submitted proof of vaccination must follow site-specific or local mask requirements. Additionally, certain local governments or Motorola Solutions' customers may have vaccine requirements that apply to some of our employees.
Travel RequirementsOver 50%
Referral Payment PlanYes
Our U.S. Benefits include:
- Incentive Bonus Plans
- Medical, Dental, Vision benefits effective Day 1
- 401K with Company Match and Day 1 vesting
- 9 Paid Holidays
- Generous Paid Time Off Packages
- Employee Stock Purchase Plan
- Paid Parental & Family Leave
- and more!
Motorola Solutions is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran's status, or, any other protected characteristic.