Business Development Manager - Direct Government

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 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. Whether it's helping firefighters see through smoke, enabling police officers to see around street corners, or reliably keeping the lights on in homes and businesses around the world, our work supports those who put their lives on the line to keep us safe. Bring your passion, potential and talents to Motorola Solutions, and help us usher in a new era in public safety and security.
Job Description

• Develop and meet sales goals for the full range of Motorola Solutions  video and  video software products in the portfolio through extensive opportunity development
• Develop an active pipeline of video sales opportunities in collaboration with the Direct Government Sales representatives;  promote and develop video software solutions for existing and new customers
• Develop trusted partner relationships within the  Motorola video sales organization including also working with enterprise architects and system integrators as a means of developing growth
• Represent the business at external and internal product promotional activities
• Responsible for supporting strategic account planning for direct accounts as it relates to Video Sales and growth including a comprehensive sales plan for each “major” account covering the Video portfolio of Motorola Solutions 
• Act as a trusted adviser to influence customer’s technology platform and solutions decisions
• Support the preparation of formal proposals and respond to tenders and present to all levels of the organisation including executive level
• Routing qualified opportunities to the nominated account lead for further development and closure.
• Forecast accurately for all transactions to ensure that the Supply chain can support the business in a timely and professional manner.
• Provide timely reports out of Salesforce on sales activity performance. 
• Stay current on competitive developments and recommend actions.
• Maintain a high level of market and product knowledge to maximize performance.
• To manage inbound and outbound video sales strategies in conjunction with the direct account manager team
• To create relationships with end user customers in the ANZ region, including small and large enterprise and Government customers in the pursuit of growing video sales
• Forecast accurately for all transactions to ensure that the Supply chain can support the business in a timely and professional manner.
• Work with the marketing team to develop specific vertical market campaigns.
• Provide timely reports from Salesforce on sales activity and performance. 
• Some travel will be required.

Key Performance Measurements:

• Quarterly Sales Targets met
• Customer satisfaction and reputation growth
• Ability to work with the broader sales business effectively
• Sales, Gross margin and product mix objectives
• Sales pipeline development

Basic Requirements

Education

• Essential: HSC (Equivalent)
• Desirable: Tertiary education (Bachelor level)
• Experience with Fixed Video technologies

Knowledge and Skills

• Proven experience utilising strategic account management practises e.g Miller Heiman.
• Meet or exceed sales quotas and revenue goals.
• Excellent communication skills (written, oral and presentation).
• Strong relationship development and management skills.
• Ability to develop and maintain relationships with C- Level executives.
• Ability to quickly learn new key characteristics of solutions and communicate the value of those solutions to customers.
• Excellent negotiation and closing skills.
• Ability to establish oneself as a trusted adviser.
•  Ability to lead a diverse group in addressing customer requirements (listing abilities).
• High tech solutions sales experience.
• Highly motivated and results oriented.
• Experience in direct sales as well as utilising channel partners to address customer requirements.
• Excellent solution selling abilities.
• Excellent client interfacing and customer-focused approach

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Personal Requirements

• Complex sales capabilities 
• Customer centric approach
• Integrity in all dealings
• Passion
• Maturity, enthusiasm
• self-motivation, goal driven, initiative
• excellent verbal & written communication skills
• strong interpersonal skills
• creativity and a passion for sales

Travel Requirements25-50%
Relocation ProvidedNone
Position TypeExperienced

Referral Payment PlanNo

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.