Channel Account Manager SMB

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 (NYSE: MSI) is a global leader in mission-critical communications and analytics.

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. Our technology platforms in mission-critical communications, command center software and video security & analytics, bolstered by managed & support services, make cities safer and help communities and businesses thrive. At Motorola Solutions, we are ushering in a new era in public safety and security.

Avigilon, a Motorola Solutions company, designs, develops, and manufactures video analytics, network video management software and hardware, surveillance cameras, and access control solutions. Avigilon's solutions have been installed at thousands of customer sites, including school campuses, transportation systems, healthcare centers, public venues, critical infrastructure, prisons, factories, casinos, airports, financial institutions, government facilities, and retailers.

Job Description

Reporting to Regional Sales Director DACH & Nordic, the Channel Account Manager - Video Security & Access Control - acts as a primary contact for all video and access control solutions selling initiatives with Avigilon/Unity, Alta, Pelco & Halo Channel Partners in territory Norway, proactively manages their relationships and deploys sales actions and strategies in order to grow business and meet territory revenue goals.

Responsibilities:

• Develop relationships with MSI Channel Partners, educate the Partners on Avigilon/Unity, Alta, Pelco & Halo solutions, understand and articulate how Avigilon/Unity, Alta, Pelco & Halo solutions help them sell more and provide more value to their customers, track and report on account activity
• Assist Avigilon/Unity, Alta, Pelco & Halo Channel Partners to process orders and returns
• Work with Avigilon/Unity, Alta, Pelco & Halo Channel Partners to ensure that their staff have taken the appropriate training to deploy Avigilon/Unity, Alta, Pelco & Halo solutions successfully
• Support Motorola’s video & access control sales activities in the assigned territory by creating, nurturing, and responding to sales opportunities for products and services
• Finding and developing new markets and determining the net need through channel partners and engage the Channel Sales to close the opportunities
• Support the territory leaders in establishing quarterly and annual sales objectives for the assigned Avigilon/Unity, Alta, Pelco & Halo Channel Partners in the territory
• Work to discover new potential partner as resellers for Avigilon/Unity, Alta, Pelco & Halo solutions Video & Access Control products
• Track sales activities using lead and project tracking software databases, CRM
• Collaborate with colleagues including Channel Sales Executives, Business Development Managers, Inside Sales, and Sales Engineering

Basic Requirements

• High school diploma or equivalent
• 5+ years of video security solutions sales experience
• 3+ years of customer-interfacing experience
• Physical security solutions experience
• Must reside in the territory

Qualifications:

• Strong technical acumen and ability to speak towards our products and solutions
• Ability to accurately forecast revenue on a weekly, monthly, quarterly, and annual basis
• Proven record of achievement in delivering sales results and developing collaborative relationships
• Strong understanding of our go-to-market strategy and sales philosophy is required
• Excellent analytical, verbal and written communication skills in Norwegian, Danish, fluent in English
• Time management skills are required, and candidates must have the ability to manage multiple priorities in a complex, fast-paced environment
• Functional understanding of Microsoft and Google Apps, especially Excel/G-Sheets
• Exceptional presentation skills required
• Strong computer skills with the ability to learn and demonstrate new software at a high level
• Ability to travel weekly to territory (~60% of territory travel)
• Having an established client base in the assigned territory is a plus

Location & Travel Requirements:

• Candidates must be based in Norway. Travel will be ~60% of the time. This travel will be within the territory, requiring a valid driver's license respectively; air travel is anticipated.

Travel Requirements

Over 50%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

Yes