Channel Account Manager- Alta
Job Summary
Job Description
Motorola Solutions is seeking an accomplished IT Channel Account Manager for the Avigilon Alta Security portfolio in Melbourne, Australia. This role involves recruiting and developing IT partners, managing pipeline and revenue, and engaging in end-user prospecting. The ideal candidate will have 4-5+ years of experience selling enterprise SaaS solutions, a proven track record of overachievement, and strong communication skills to present security solutions to various stakeholders. Responsibilities include driving demand, collaborating with engineering, and accurate forecasting to meet sales targets.
Must have:
- 4-5+ years selling enterprise SaaS solutions.
- Proven track record of overachieving quotas.
- Experience selling to mid-market, enterprise, and public sector.
- Hunter background with success.
- Adept at communicating with technical and C-level audiences.
- Good knowledge of the security market.
- Self-starter, goal-oriented, takes ownership.
- Good business acumen, contracts and pricing experience.
- Excellent interpersonal, communication, and presentation skills.
- Working knowledge of Salesforce.com and CRM tools.
- Ability to travel up to 25% of the time.
- Recruit and develop local and regional IT partners.
- Manage and grow Avigilon Alta Security pipeline and revenue.
- Engage in end-user prospecting for new business.
- Drive demand for Avigilon’s Alta Security portfolio.
- Present and demonstrate Avigilon Alta Security portfolio.
- Team with engineering for technical excellence.
- Provide customers and partners with pricing and configurations.
- Accurately forecast and report activity.
- Work closely with Sales Engineers to close business.
- Forge high-level relationships within accounts.
- Keep informed of the competitive landscape.
Good to have:
- Experience within the IT security industry is considered a plus.
5 skills required
Job Details
We are looking for an accomplished sales professional with a proven track record of over-achieving quotas by selling innovative software and hardware solutions to solve complex enterprise and public sector challenges.
Our sales teams own allocated territories and develop their own territory business strategies in conjunction with our local, regional, and national partners.
Our sales teams work alongside world-class pre-sales engineers to build successful relationships that lead to new business opportunities. An ideal candidate can balance hunting near term opportunities with long term strategic relationships while applying solution-selling methodologies to close business, surpass sales targets, and maximize growth.
As an IT Channel Account Manager for our Avigilon Alta Security portfolio, you will be responsible for but not limited to the following:
- Recruit and develop local and regional IT partners to help design, configure, sell, install, and support Avigilon Alta security solutions
- Manage and grow our Avigilon Alta Security pipeline and revenue through our existing IT Partners
- Engage in end-user prospecting activity for new business in collaboration with IT Partners
- Drive demand for Avigilon’s Alta Security portfolio within assigned territory
- Present and demonstrate Avigilon Alta Security portfolio and Avigilon Alta Aware platform to CISOs, physical security experts, integrators, consultants, facility and property management, faculty, deans, principles, etc
- Teaming with engineering resources to ensure technical excellence in all positioning, competitive analysis, proposals, RFP responses, and POCs
- Providing customers and partners with pricing and configurations to meet their needs as required
- Forecasting and reporting activity accurately and in line with expectations
- Working closely with Sales Engineers to close the business to meet or exceed sales targets
- Forging high-level relationships within accounts to win incremental product and service business
- Keeping informed of the competitive landscape
Basic Requirements
- Ideally 4 to 5+ years of experience in selling enterprise SaaS solutions (within the IT security industry is considered a plus)
- Proven and quantifiable track record of overachievement
- Experience selling to mid-market, large enterprise, and public sector end user accounts
- Hunter background with a proven history of success
- Adept at communicating with a largely technical audience as well as strong C-level/board-level communications and relationship skills
- Good knowledge of the security market
- Self-starter, goal-oriented, and takes ownership
- Good business acumen, experience with contracts and pricing
- Excellent interpersonal, communication and presentation skills
- Working knowledge of Salesforce.com and CRM tools
- Ability to travel up to 25% of the time
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About The Company
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.
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