Scope of Responsibilities/Expectations
Generates revenue and profit margin for Motorola Solutions Inc– Enterprise in assigned accounts and territories with the ability to generate between $1 - $5M in new revenue streams annually. Quotas may range from $10M to $15M+.
Works closely with a network of channel partners to ensure the successful marketing of Motorola Solutions Inc– Enterprise Business solutions. Must be able to multi task and manage multiple opportunities at one time.
Account Penetration & Development: Conducts daily/weekly call campaigns that result in 5 to 10 face to face sales calls/appointments a week. Must be able to articulate other ways to creatively identify prospects within the accounts (demand generation methodologies)-- without the aid of internal Motorola Solutions Inc– Enterprise Business resources: such as Inside Sales, Channels, etc.
Planning: Needs to be a great planner—have a plan, work the plan, re-evaluate the plan monthly and revise it as necessary. Identifies high potential sales opportunities (with channel partners and Regional Sales Manager) and prioritizes them. Build rapport and educates customer both with and without the use of internal and external resources.
Qualifying & Analysis: Leads and develops account strategy using customer’s growth plans, budget and project timelines.
Proposing & Closing: Submits and presents the customer with a finalized collaborative proposal with solutions, justifications and expected results to overcome objections and win the business with maximum revenue/margin.
Validating Value: Engages sales management to validate the business impact with the CXO level.
Commit Process: Understands and executes effectively the pipeline 2X, forecasting, and commitment to buy process—(95 to 110% accuracy).
Build a Business Case: articulates Motorola– Enterprise Mobility Business’s strategy and provides an overview of Motorola– Enterprise Mobility Business’s products and services and works collaboratively with ISG when necessary.
Implementing: Oversees the implementation of the proposed solution by the integrated account team.
Follow-up: Insures high post sales satisfaction that enables repeat business with customers.
Team Work: Must be able to work in a virtual team setting to coordinate the appropriate resources to meet varying customer requirements. This will include system engineering resources, service sales personnel, order management and product management.
Escalation: Must be able to elevate customer issues quickly and effectively within the various support channels of the company, to include service, product management, order processing and senior management.
Account Planning: Experience utilizing account planning tools such as: Miller Heiman, Phifer, Holden, SalesForce.com and Value Vision Selling are a plus.
Large Account Sales: Demonstrated successful track record selling to large accounts either established or prospecting for large new business or opportunities. Previous experience calling on and selling into CXO levels of large corporation is mandatory. Possess a fundamental understanding of solution selling.
Channel Collaboration: Incumbent must have a proven/referencable track record of successfully managing and maintaining relationships with channel partners. Must be able to manage account activity with multiple partners.
Resource Utilization: Able to articulate his/her experience managing multiple resources such as: inside sales, channels, SE's, professional services etc.
Degree is preferred.
Experience selling in technology, hardware related environment. People who have software & applications background should have several years VAR (Value Added Reseller) experience. Networking experience—selling through resellers a plus.
Prior experience in relationship selling is required—especially with Partners and Channels.
Quota assignments of not less than $10M to $20M with successful demonstrated performance against quota assignments for multiple years.
Specific selling experience with identified named accounts and/or vertical markets.
The ideal candidate will be:
Creativity – Outside the box
Drive for Results
Priority Setting & Planning
Self-Starter & Self motivated