Services & Cybersecurity Portfolio Strategist (Remote)

Motorola Solutions•Chicago, IN

1d•$110,000 - $120,000•Remote

About The Position

The Sales Strategy teams define sales approaches for all products in our portfolio. They provide sales feedback to the product teams to guide product development and enablement material development and identify inventive ways to teach sellers how to sell. Motorola Solutions provides critical public safety solutions for our customers with offerings from our Services and Cybersecurity Portfolio, including managed and support services, professional services, lifecycle services, and cybersecurity solutions. A key function within the North America (NA) Sales Operations team is that of a Portfolio Strategist lead for the services and cybersecurity portfolio. This function provides go to market requirements to the product teams and marketing organization to help ensure successful launch and sales expectations can be reached. In addition, this function leads readiness efforts to enable direct, channel and inside sales teams to understand key value propositions, solution features from customer perspective and differentiators over competition.

Requirements

Bachelors 3+ years of experience in or more of the following: product management/engineering, marketing, sales, public safety or military OR 6+ years of experience in or more of the following: product management/engineering, marketing, sales, public safety or military
Knowledge of managed and support services, professional services, lifecycle services, and cybersecurity solutions
Proven experience translating technical product capabilities into practical sales tools or GTM enablement programs
Familiarity with services attach strategies, lifecycle services, cybersecurity solutions, or SaaS/recurring revenue models
Understanding of financial trade offs, business case development, and product pricing

Nice To Haves

Experience in services delivery, cybersecurity, or related fields is beneficial but not required

Responsibilities

The Services & Cybersecurity Portfolio Strategist is the bridge between the sales and product organizations for services and cybersecurity offerings.
The voice of sales into the product organization for feature development and prioritization
Primary contact point and sales enablement source for sellers for questions about Service and Cybersecurity offerings.
Prioritize and manage the Services & Cybersecurity "OneList" by synthesizing VoS/VoC inputs into clear development priorities for Product/Engineering
Determination of suitable beta trial customers for upcoming products and solutions
Meet with customers for Voice of Customer (VoC) sessions
Gather and translate VoS and VoC feedback to hold Product teams accountable to sales requirements and drive solution "attach" strategies
Make sure new products and solutions are ready for sale and can be consumed by our customers
Use of the D stream checklist to confirm market readiness of new products and solutions
Bridge gaps between Offer Management, Product, launch assets and Sales Hubs to reduce seller friction, speed up order-to-fulfill flow, and streamline multi-year proposals
Communicate new product and service launches, intent to cancel, and process changes to direct sales, MRs, and channel partners as needed to support North America sales for State & Local government as well as Federal business
Business case development and confirmation
Build practical, bite-sized selling tools (e.g., SPIN questions, ROM quote guidance, ecosystem integration strategies) to empower field sellers across all phases of sales enablement
Reducing friction points for the sales organization with new product and solution launches
Evaluation of interactions and interfaces of solutions that stretch beyond the assigned portfolio
Ability to change presentation styles as needed, ex. technical presale vs. senior leadership
Identification of best routes to market and strategies that will increase sales
Guide offer teams on the strategy to increase ecosystem sales and reduce seller friction to extend proposals from product siloes to comprehensive multi-year customer outcomes
Build strong relationships and become a trusted work partner within the sales organization
Provide targeted deal & RFP support for complex projects, empowering field reps to own initial discovery and sales cycles independently
Customer Interaction in support of sales; contribute/participate in sales meetings, trade shows, or other customer facing venues
Drive "Services Adder" strategies that connect product siloes into peace-of-mind, multi-year recurring outcomes
Monitor leading and lagging metrics (e.g., Services attach rates, enablement completion rates, VoS items delivered, ROM quote velocity)