Enterprise Account Executive

At Motorola Solutions, we are a global community dedicated to public safety and enterprise security through critical communications, video security, and command center technologies. Noggin, a leader in integrated resilience management, offers a cloud-based platform for operational and third-party risk, business continuity, incident, crisis, emergency, and security management. As an Enterprise Account Executive, you will develop and execute annual sales plans, manage strategic territories and existing accounts, drive new lead generation, and oversee the sales cycle from qualification to closure, ensuring alignment with customer needs and maintaining CRM records.

Must Have

• Develop and manage an annual sales plan (territory and strategic account plans)
• Meet with regional sales leader weekly/monthly/quarterly to review progress
• Define and communicate marketing needs to support sales strategies
• Identify and engage new leads through multiple channels
• Nurture relationships within existing accounts for upsell/cross-sell opportunities
• Qualify all opportunities effectively
• Work closely with quoting and contracts team to create proposals and manage contract negotiations
• Maintain accurate and up-to-date records in the CRM system
• Collaborate with pre-sales engineers, bid management, professional services and other internal teams
• Achieve a target of 4 new meetings per week
• Maintain a 4:1 pipeline ratio (deal value:quota)
• Maintain a 1:1 ratio of quality pipeline (40% deal stage and above)
• Bachelor's degree in Business, Marketing, Communications, or a related field
• 5+ years of sales experience with a successful track record in new business development and major account management
• Proficiency in CRM systems and sales engagement tools
• Strong presentation skills and technical aptitude for demonstrating software solutions
• Excellent communication, negotiation, and strategic planning abilities

Good to Have

• Experience with SaaS solutions

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

Noggin is a leader in integrated resilience management technology, offering a next-generation, cloud-based platform that combines 10 essential solutions into one unified system. Our award-winning platform seamlessly integrates operational and third-party risk management, operational resilience, business continuity, incident and crisis management, emergency management, and security and safety operations.

The Sales team is responsible for actively growing our business through the identification, prospecting, and engagement of new customer logos including direct and channel sales. The team works in a delivery-focused and target-driven environment. The sales process typically starts with territory mapping, target identification, customer prospecting and qualification followed by a sales process which includes Demos, RFPs or RFQs (and sometimes lengthy bids/ tenders) through to customer acquisition and commercial contract signing.

Job Description

As an Enterprise Account Executive, you will craft and execute a detailed annual sales plan, focusing on both strategic territory management (for new business) and key account planning (for existing customers) to achieve sales objectives. You will work closely with your regional sales leader to provide regular updates on progress, and refine strategies as needed. Your role involves defining marketing needs, creating and maintaining sales materials, and ensuring timely follow-up with prospects and customers. You will drive new lead generation while also managing and growing a portfolio of existing accounts. This includes managing proposal development and overseeing the sales cycle from qualification to deal closure, while maintaining precise CRM records and collaborating with internal teams to ensure alignment with customer needs..

Key Responsibilities:

• Develop Sales Plan: Create and manage an annual sales plan, incorporating both a territory plan for new business acquisition and strategic account plans for existing customer expansion. This plan outlines strategic focus areas and activities, updated prior to each calendar year and reviewed quarterly.
• Progress Reporting: Meet with your regional sales leader weekly and at the end of each month and quarter to review progress against sales objectives, update on activities, and refine strategies.
• Marketing Coordination: Define and communicate marketing needs to support sales strategies and ensure alignment with the marketing team.
• Lead and Account Management: Identify and engage new leads through multiple channels while also nurturing relationships within existing accounts to uncover upsell and cross-sell opportunities. Qualify all opportunities effectively, and work closely with the quoting and contracts team to create proposals and manage contract negotiations, ensuring timely and accurate delivery.
• CRM Management: Maintain accurate and up-to-date records in the CRM system, including detailed notes from prospect meetings and follow-up actions. Ensure data integrity of deal values, close dates, and qualification metrics for forecasting and reporting.
• Internal Collaboration: Work with pre-sales engineers, bid management, professional services and other internal teams to align proposals with customer requirements.
• Prospect Engagement: Achieve a target of 4 new meetings per week and maintain a 4:1 pipeline ratio (deal value:quota), with a 1:1 ratio of quality pipeline (40% deal stage and above), ensuring high-priority focus on potential deals and effective management of the sales process.

Basic Requirements

ABOUT YOU

Education and Qualifications

Bachelor's degree in Business, Marketing, Communications, or a related field.

Experience and Skills

• 5+ years of sales experience with a successful track record in both new business development (hunting) and major account management (farming), preferably with SaaS solutions.
• Proficiency in CRM systems and sales engagement tools.
• Strong presentation skills and technical aptitude for demonstrating software solutions.
• Excellent communication, negotiation, and strategic planning abilities.

Personal Attributes

You bring a strategic mindset and a proven sales track record, adept at managing complex sales processes and driving business growth. Your expertise in CRM systems, combined with strong technical skills and a customer-focused approach, will ensure your success in engaging new and existing customers, driving growth across the entire portfolio, and meeting sales targets.

Travel Requirements

Under 10%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

No