Channel Sales Executive (Silicon Valley/San Jose)

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. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.

Department 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. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.

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.

Job Description

Reporting to Avigilon’s Regional Sales Director, the Channel Sales Executive, serves as the primary point of contact for selling the Avigilon security ecosystem in partnership with Avigilon Channel Partners in the assigned territory. This role proactively manages sales pipeline activity and deploys sales strategies to grow market-share penetration, win new accounts, and meet territory revenue goals.

Responsibilities:

• Drive net-new account development as a primary focus of the role

• Develop new business with new and existing end users — whether they are current Avigilon customers or net-new prospects

•  Meet or exceed assigned revenue and product quotas focused on Avigilon products and services by hunting net-new business and new logos

• Build territory-specific business opportunities and sales activity that align with the distinct needs of each market, positioning Avigilon solutions to solve those needs

• Own the creation and management of a healthy sales pipeline — discovering, qualifying, and advancing opportunities — and keep Salesforce (CRM) current for all new and existing account development

• Prospect on a consistent daily cadence using all available tools (social media, email, in-person outreach) to build a pipeline that generates revenue and helps meet territory goals

• Generate new business opportunities in-territory by driving local engagement: events, roadshows, and community touchpoints

• Work with marketing, channel, and sales engineering teams to identify end-user engagement and solutions

• Lead solution development across the Avigilon portfolio to best address end-user needs

• Become the go-to security solutions advisor for customers, building solutions that increase adoption and drive system and business development

• Sales forecasting as required

• Maintain strong CRM (Salesforce) hygiene

Qualifications:

• 2+ years of video security solutions sales experience or new-logo business development, including hands-on, territory-driven prospecting

• Ability to regularly travel territory to find and win new customers

• Physical security solution sales experience is a plus

• Experience working with channel strategies and initiatives, and collaborating cross-functionally (e.g., project management or multi-team coordination)

• Strong technical acumen and ability to speak toward our products and solutions, including presenting to decision-makers and executive audiences

• Ability to accurately forecast revenue on a weekly, monthly, quarterly, and annual basis — ideally from an industry where forecasting is part of the day-to-day

• Quota-carrying / variable comp experience — has owned a revenue number in a quota-attainment environment

• Strong presentation skills with the ability to deliver demos and presentations to decision-makers and boards

• Proven record of achievement in delivering sales results and developing collaborative relationships

• Willingness to learn our go-to-market strategy and sales philosophy

• Excellent analytical, verbal, and written communication skills

• Time management skills and the ability to manage multiple priorities, pivoting quickly in a complex, fast-paced environment

• Functional understanding of Microsoft and Google Apps, especially Excel/Sheets

• Strong computer skills with the ability to learn and demonstrate new software at a high level

• Ability to travel weekly to territory (~50% of territory travel); this is a field-based role requiring consistent in-person presence across a large territory

Target Base Salary Range: $80,000 - $100,000 USD

On Target Earning Range: $160,000 - $180,000 USD 

Consistent with Motorola Solutions values and applicable law, we provide the following information to promote pay transparency and equity. Pay within this range varies and depends on job-related knowledge, skills, and experience. The actual offer will be based on the individual candidate.

#LI-LD

Basic Requirements

• 2+ years of video security solutions sales experience or new logo business development

Travel Requirements

Over 50%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

Yes

Our U.S. Benefits include:

• Incentive Bonus Plans

• Medical, Dental, Vision benefits

• 401K with Company Match

• 10 Paid Holidays

• Generous Paid Time Off Packages

• Employee Stock Purchase Plan

• Paid Parental & Family Leave

• and more!

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.

We’re committed to providing an inclusive and accessible recruiting experience for candidates with disabilities, or other physical or mental health conditions. To request an accommodation, please complete this Reasonable Accommodations Form so we can assist you.