Sr. Enterprise Account Executive - Video (Hospitality)

Motorola Solutions

2d•Remote

About The Position

Motorola Solutions (NYSE: MSI) is a global leader in mission-critical communications and analytics. At 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. Avigilon, a Motorola Solutions company, designs, develops, and manufactures video analytics, network video management software and hardware, surveillance cameras, and access control solutions. Avigilon's solutions have been installed at thousands of customer sites, including school campuses, transportation systems, healthcare centers, public venues, critical infrastructure, prisons, factories, casinos, airports, financial institutions, government facilities, and retailers. The Sr. Enterprise Account Executive - Hospitality for North America, holds a key position that requires a dynamic individual who is knowledgeable and passionate about physical security, surveillance and new business development and is also highly customer focused and efficient. The core objective of this position is to create and win enterprise business with our enterprise customers as well as drive strategic sales opportunities within the Hospitality vertical marketplace, focusing mainly on hotels and cruise ships.

Requirements

5+ years of experience in one of the following: Sales, Video or Security
Ability to accurately forecast and exceed revenue on a monthly, quarterly, and annual basis
Strong technical acumen and ability to speak towards our products and solutions
Time management skills are required, and candidates must have the ability to manage multiple priorities in a complex, fast-paced environment
Ability to travel throughout North America, as needed

Nice To Haves

Security experience with hotels, cruise ships and supporting institutions or significant experience selling security technologies to hotels, cruise ships and supporting institutions is strongly preferred.
Understanding of our go-to-market strategy and sales philosophy preferred
Proven record of achievement in delivering revenue results and developing collaborative relationships

Responsibilities

Design, build and execute a comprehensive business plan for strategic accounts for hotels, cruise ships and other hospitality companies to achieve order and revenue targets each month, quarter and year.
Work both individually and with the broader North American Sales Team on identifying key partners, integrators, and customers; equipping the team with resources to quickly and effectively engage contacts in a manner that will result in Motorola Solutions differentiation, market leadership, and subject matter expertise that will help close deals
Deliver a business revenue forecast on a monthly, quarterly and annual basis
Schedule regular engagements with key stakeholders to maintain relationships and assigned opportunities relative to latest and greatest within Motorola Solutions portfolio (Lunch and Learns, webinars, on-site meetings/demos) and attend tradeshows
Develop standardized vertical market presentations and sales tools for use by North American Sales Team outlining Motorola Solutions value proposition within vertical
Develop effective relationships with internal Motorola sales departments in our regions and with our partner managers
Utilize Salesforce CRM to build and maintain a strategic account plan identifying key players for each assigned account along with tracking open sales opportunities you are actively engaged in driving to closure.
Develop and maintain deep, meaningful relationships that are relevant to security and surveillance and have the possibility of generating opportunities for Motorola Solutions and to include customers, trade associations, affinity groups etc.
Help in identifying trade associations, partnering opportunity, new business plans & objectives, and other creative market approaches to maximize impact of North American Sales Team efforts
Create and execute targeted marketing plans, including marketing campaigns, tradeshow events, sales tools and web resources, social media and customer interactions as approved
Identify “product gaps” that need to be addressed by Product Management in order to gain greater exposure/standardization with your customer base.
Prepare regular reports and provide to your reporting line and Product Management on gaps and fiscal impact of gaps to Motorola Solutions
Manage business unit resources - solution engineers, insides sales, demo equipment, marketing budgets, travel budgets, or any other resources the company allocates
Compile data on competitive products and pricing and report it back to head office, maintain working knowledge of competitive offerings
Other duties as assigned