Channel Sales Executive - New England Area

Motorola Solutions•Massachusetts, US Offsite, VT

1d•$85,000 - $95,000•Hybrid

About The Position

The North America Channel Sales team works with Motorola’s Authorized Reseller Channel Partners to provide business-critical voice & data communications systems to the commercial, enterprise, and education markets. Customers turn to us when they need to ensure worker safety and get important messages out to all staff using their own dedicated, land-mobile-radio based communications network. The primary function of the Channel Sales Executive (CSE) role is to grow revenue of MOTOTRBO two-way radio subscribers, systems, and accessories in the commercial, enterprise, and education markets. The CSE is also responsible for growing orders & revenue of strategic products complimentary to MOTOTRBO including WAVE broadband devices and services, Avtec voice dispatch consoles, body worn cameras, and services.

Requirements

Bachelor's degree with 2+ years of sales / customer service / project management / engineering experience
Travel Requirements 50-75%

Nice To Haves

Bachelor's degree with 4+ years of sales / customer service / project management / engineering experience
Experience using Customer Relationship Management (CRM) software (e.g. Salesforce)

Responsibilities

Generate Prospecting and Key Account Lists: Research, Identify, and pursue a list of strategic customer accounts that represent the largest revenue opportunity or are most growable.
Work with Channel Partners to identify net-new logo customers using competitive equipment as well as legacy customers using older Motorola radio technologies or conventional systems and upgrading them to MOTOTRBO Capacity Plus and Max digital trunking
Utilize Motorola Solutions Sales Messaging and Enablement Tools: Deliver a compelling headline to customers on the challenges we solve, when customers turn to Motorola, and our offering in a concise story that can be used in prospecting, discovery meetings, and throughout the sales process.
Create a Sales Strategy and Implement It: Schedule time for prospecting and new business development activities in the pursuit of new customer conversations and meetings.
Together with Channel Partners conduct customer sales meetings, presentations, develop a pipeline of sales opportunities, create proposals, and ultimately sell our products and solutions to customers.
Regular, weekly prospecting on your own and jointly with channel partner sellers.
Rigorous calendar management, blocking out time for important business development activities including trade shows and networking events, while also booking 3-5 customer meetings per week.
Completion of Motorola sales and product training and continuous education on our solutions and how they solve customer challenges.
Understand the value of industry specific applications for our products and provide guidance on their selection and integration.
Highly responsive to customers and channel partners, consistently showing up when needed and becoming a sought-after resource.
Attain “Trusted Adviser” status with customers and Channel Partners to enable increased system business.
Participate in and support Channel Partner reviews and coach and mentor new sales reps within our Channel Partner community.
Mapping out key customer accounts, identifying the various buying influencers and their vision of success, and maintaining strong relationships with customers alongside our reseller partners.
Maintain a full and healthy pipeline of sales opportunities, keeping detailed notes on customer interactions and activities in the CRM, and moving opportunities through the sales process.