Distribution Channel 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. 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 OverviewAt 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.

Motorola Solutions fixed and mobile video, access control and software solutions, led by our Avigilon Alta, Avigilon Unity and Pelco portfolios help you find, analyze and share information so you can respond to events with speed and decisiveness to keep your people and property safe. Whether you are looking to deploy a new video security or access control solution, equip your team with body-worn cameras, or leverage analytics through purpose-built applications, we have solutions to meet your needs.
Job Description

As a Distribution Channel Account Manager you will be responsible for but not limited to the following:

• Sales functions which includes: forecasting, project registration, pipeline management through CRM, and proof of concepts for system integrators, demonstration, and market positioning presentations.  Business development of distribution spending accounts, identifying new opportunities, and increasing spend though existing partners and identifying new partners. Quarter and annual review meeting with the distribution partners' management teams. Attendance at trade events as required and working with the distributors at their customer events.

• Business to Business functions which includes: sales training for the distributor's internal sales staff and external sales staff, product management, to best position Motorola Solutions Video Security & Access Control Products enabling them to confidently sell the portfolio of products. Quarterly marketing action plans and implementation, website audits, running incentive schemes and partner program delivery though distribution. Taking ownership of partners' issues to quickly resolve them to ensure best of class service. 

• General management including stock and inventory management, financial management credit facilities, new part management and end of life, setting annual targets and expectations with MSI management, contract management for new distribution partners as required. Point of sale management and timely receipt for the sales operations team. Also advising on regional requirements ensuring we are working with the appropriate distribution channel partners, based upon the maturity of each brand and the distributors customer base.

• Collaboration with colleagues including Channel Sales Managers (Small Medium Business - Corporate Accounts),Inside Sales and Sales Engineering.

Basic Requirements

• Strong understanding of the video surveillance & access control market in mid to premium brand space, with an aptitude for selling solutions with a minimum of 5 years experience in this sector.

• Self-motivated and focused individual with a passion for technology and an aptitude for customer satisfaction.

• Excellent verbal and written communication skills in English, another language would desirable

• Strong negotiation skills. Being comfortable with negotiation at all levels of the business from their partners up to senior management.

• Excellent presentation skills verbal and written, able to communicate complex solutions in an informative way, and adapt to a varied audience.

• Has a pleasant, friendly style of verbal and written communication.

• Excellent knowledge of networking principles and IP communication, CCTV, and access control.

• Prior distribution experience is essential for the role, with an understanding of IT and Security distribution, either working in distribution or selling solutions to and through distribution.

• Excellent IT skills, in office and other essential programs.

Travel Requirements50-75%
Relocation ProvidedNone
Position TypeExperiencedReferral Payment PlanNoCompanyMotorola Solutions France SAS

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.

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