Account Manager

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. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.

Department OverviewThe Sales Organisation supports Government and Public Safety customers to achieve transformational business results critical communication technologies, video security systems, and command center software platforms and public safety systems.
The goal of the Government and Public Safety team is to engage key government and public safety customers to:
- Generate orders and sales for the business
- Lead account strategy for Government & Public Safety solutions into key accounts
- Conceptualize, develop and scale solutions for Government & Public Safety customers
- Develop executable pathways for successful implementation and scale for critical radio communications network
Critical to this role is strong Government and Public Safety enterprise data/software practical experience, customer engagement, collaboration and drive.
Job Description

• Develop trusted partner relationships with Government and Public Safety customer organisations to understand their IT&T environment and influence future directions.
• Act as a trusted adviser to influence customer’s technology platform and solutions decisions.
• Apply and guide internal resources and stakeholders to deliver on account strategy and complex solution sales.
• Responsible for sales, strategic account planning and overall relationship management for defined territory (New South Wales).
• Develop and implement a comprehensive sales plan for each account covering the full portfolio of Motorola Solutions and services (core and emerging technologies).
• Prepare formal proposals and respond to tenders and present to all levels of the organisation including executive level.
• Lead negotiations, coordinate complex decision making processes, overcome obstacles to closure and close sales in a professional and effective manner.
• Assume full responsibility for accurate sales forecasting by demonstrating in depth knowledge of sales cycles ensuring SalesForce is utilised appropriately and maintained on a regular basis.
• Interstate travel requirement from time to time 

Your territory will include:

• NSW key accounts including NSW Police, NSW Rural Fire Services (RFS), NSW Fire & Rescue and NSW State Emergency Services (SES).

You will be responsible for:

• Account planning and strategy 
• Accurately reporting and recording using SalesForce for short and long term forecasting
• Maintaining customer relationship with named accounts and key contacts
• Maintaining strong internal relationships with Internal departments in the delivery phases - Services, Systems Integration and Software
• Closing orders and sales in line with expectation
   

Basic Requirements

Education and Qualifications

Essential:

• Bachelors Degree - Business or Marketing
• Exposure to and experience in any of the various sales methodologies (TAS/MillerHeimann or equivalent) 
• Consultative/Conceptual Selling training /experience. 

Experience and Skills

Essential:

• Demonstrated experience in account management and complex solutions, high-technology
• Experience in managing Government Accounts
• Sales/ public safety experience working with Senior levels in government agencies

Personal Attributes

• Drive and Accountability  -Track record of meeting and exceeding sales quotas and revenue goals. 
• Excellent communication skills (written, oral and presentation). 
• Strong relationship development and management skills. 
• Ability to develop and maintain relationships with C- Level executives and at the same time traverse an account at multi-layers to deliver on sales strategy and account vision. 
• Ability to quickly learn new key characteristics of solutions and communicate the value of those solutions to customers. 
• Excellent negotiation and closing skills. 
• Ability to establish oneself as a trusted adviser. 
• Ability to lead a diverse group in addressing customer requirements (listing abilities). 
• High tech complex solutions sales experience. 
• Highly motivated and results oriented. 
• Experience in direct sales as well as utilising channel partners to address customer requirements. 
• Excellent solution selling abilities. 
• Excellent client interfacing and customer-focused approach 

Travel Requirements25-50%
Relocation ProvidedNone
Position TypeExperienced

Referral Payment PlanNo

EEO Statement

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.