Company Overview

At Motorola Solutions, we create technologies our customers refer to as their lifeline. Our technology platforms in communications, software, video and services help our customers work safely and more efficiently. Whether it’s helping firefighters see through smoke, enabling police officers to see around street corners, or reliably keeping the lights on in homes and businesses around the world, our work supports those who put their lives on the line to keep us safe. Bring your passion, potential and talents to Motorola Solutions, and help us usher in a new era in public safety and security.

Department OverviewAvigilon, a Motorola Solutions Company, designs, develops, and manufactures advanced AI, video analytics, network video management software and hardware, surveillance cameras, and access control solutions that help change the way people interact with their security systems. At Avigilon we are helping solve some of the biggest challenges around safety and physical security by developing advanced artificial intelligence (AI) technologies and products that are used to help keep people, businesses, and cities around the world safer.
Job Description

Reporting to the Senior Sales Director, Business Development, North America of Avigilon Corporation, the Business Development Director, Government, North America holds a key position that requires a dynamic individual who is knowledgeable and passionate about advancing and promoting security solutions within the Government vertical industry. This individual must be closely connected to the Government vertical industry and able to develop and implement a North American go to market strategy for Avigilon’s continued gaining of market share within the Government vertical industry. The core objective of this position is to build a sustainable business practice around securing and servicing enterprise accounts within the Government vertical. 

• Design, build and execute a comprehensive business practice for the Government vertical.
• Execute and complete all MBO’s assigned on a quarterly basis.
• Participate in team calls, events, and other tasks as requested.
• Create and execute a business plan designed around growing Avigilon’s revenue within the Government vertical. Update and modify the plan quarterly to reflect progress/market changes/innovations and any other impacting factors.
• Create and execute approved marketing plans targeting the Government vertical, including marketing campaigns, industry-specific sales materials, tradeshow events, sales tools and web resources, social media and customer interactions as approved.
• Work with our marketing team to provide up-to-date and relevant content for our dedicated Government vertical industry web page.
• Work with and educate the North American Sales Team members on how to quickly and successfully engage with influential partners and end users within the Government vertical to show quantifiable results based upon increased sales within the vertical.
• Be an active and credible contributing member of the Government vertical industry’s trade associations, affinity groups etc.
• Work with North American Sales Team on identifying key Government vertical industry partners and end-users. Equip the team with the appropriate resources to quickly and effectively engage contacts in a manner that will result in Avigilon differentiating ourselves as a preferred solutions provider within the space.
• Be a subject matter expert within the Government vertical as it pertains to physical security best practices, standards, trends, etc. and leverage this credibility to close deals and increase sales revenues within the vertical. 
• Help in identifying trade associations, partnering opportunity, new business plans & objectives, and other creative market approaches to maximize impact of North American Sales Team efforts within the Government vertical.
• Develop relationships within the Government vertical with executive-level end users, our partner channel, and influential members of the design and specification community that are relevant to security and surveillance and have the possibility of generating opportunity for Avigilon.
• Work with Avigilon’s marketing team to develop Government vertical focused and related tools for the North American market. Examples of these tools include a Government vertical focused 1-pager, internal playbook, and sales presentation.
• Identify “product and solution capability gaps” that have the potential to prohibit Avigilon from securing business opportunities within the Government vertical. Communicate these “gaps” to sales leadership and to product management in order to provide the exposure needed for any of these items to allow for them to be addressed and possibly rectified.
• Prepare quarterly reports on the progress of Avigilon’s business within the Government vertical market as it pertains to sales figures, account penetration, account acquisition, and account retention. Identify and discuss opportunities for diversified growth, and report on the effectiveness of current strategies.
• Schedule and participate in engagements with key stakeholders in the Government vertical market in order to develop and maintain business-driving relationships. Key stakeholders may be partners, end user, or members of the specifier community. These meetings may take the form of Lunch and Learns, webinars, on-site meetings, demonstrations, etc. all with the intent of keeping these parties up to date on the latest Avigilon solutions and industry trends.
• Attend tradeshows and professionally participate in booth duty at various marketing events as determined necessary.
• Develop and present an annual marketing plan for the Government vertical to include items such as trade show events and marketing materials. Utilize and maintain content within Salesforce.com as it pertains to relationships with stakeholders, sales pipelines, and marketing efforts.
• Develop standardized Government vertical market presentations and sales tools for use by North American Sales Team outlining Avigilon’s Government vertical industry specific value propositions.
• Compile data on competitive products and pricing and report it back to sales leadership. Maintain a strong working knowledge of competitors and competitive offerings.
• Continuously provide feedback to Product Management around regulatory and/or IT requirements that impact our products ability within the Government vertical industry. Examples include: (UL, Safety Act Certification, VMware Certification, etc.)
• Provide monthly progress report(s) with following data:
  • Monthly Bookings & QTD – YTD Bookings
  • If we over-achieved, provide a short explanation of what drove us over the top. If we underachieved, please explain the factors.

Qualifications:

• Previous government sales experience - ability to demonstrate knowledge, networking skills
• Strong understanding of government procurement and lead-time processes
• Willingness to operate remotely; self-sufficient
• Proven competency in both technical and business acumen

Account:

• The Business Development Director, Government, North America, shall have the responsibility to cover the following accounts / vertical:

• Government vertical
• Other areas/verticals/markets assigned from time to time.

Other:

• Frequent travel will be required during the execution of the duties of the Business Development Director, Government, North America.
• Avigilon may allocate such additional or other duties of work as informed to the Business Development Director, Government, North America from time to time as necessary to meet the needs of the business of Avigilon.

Basic Requirements

• Previous government sales experience - ability to demonstrate knowledge, networking skills
• Strong understanding of government procurement and lead-time processes
• Willingness to operate remotely; self-sufficient
• Proven competency in both technical and business acumen

Travel RequirementsNone
Relocation ProvidedNone
Position TypeExperienced
Referral Payment PlanYes

EEO Statement

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.

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