Vertical Channel Account Manager, Oil & Gas

Company Overview

At Motorola Solutions, we're guided by a shared purpose - helping people be their best in the moments that matter - and we live up to our purpose every day by solving for safer. Because people can only be their best when they not only feel safe, but are safe. We're solving for safer by building the best possible technologies across every part of our safety and security ecosystem. That's mission-critical communications devices and networks, AI-powered video security & access control and the ability to unite voice, video and data in a single command center view. We're solving for safer by connecting public safety agencies and enterprises, enabling the collaboration that's critical to connect those in need with those who can help. The work we do here matters.

Department OverviewMotorola 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.
Motorola Solutions fixed and mobile video, access control and software solutions, led by our Avigilon Alta, Avigilon Unity and Pelco portfolios help you find, analyze and share information so you can respond to events with speed and decisiveness to keep your people and property safe. Whether you are looking to deploy a new video security or access control solution, equip your team with body-worn cameras, or leverage analytics through purpose-built applications, we have solutions to meet your needs.
Job Description

The Vertical Channel Account Manager (Oil & Gas) will report to the  Regional Sales Director Focussed & Vertical Accounts and work closely with the regional sales leaders of the assigned territory. The role encompasses supporting multiple Video and Security Brands from Motorola Solutions, including Avigilon, Pelco, Indigovision, Openpath and any further brands in the VS&A division in the future as appropriate. 

Motorola Solutions Video Security & Access Control division engages with key Oil & Gas Industry Stakeholders across the region assigned. The role in question is responsible to develop, support, advise & manage customer relationships, ensuring a unified engagement with the respective Motorola Solutions local sales teams, to further position the portfolio and solution offerings of Motorola Solutions VS&A.and to increase the respective sales and market share.

The core objective of this position is to increase funnel growth and sales of our video security and access control solutions portfolio by creating and shaping demand while increasing relationships within the oil and Gas security and safety sector. Working closely with Motorola’s regional account teams and channel partners. Additional responsibilities include, but are not limited to the following:

• Responsible for establishing strategic business development initiatives in assigned named accounts that drive corporate growth through product expansion, partnerships, and alliances

• Analyze market data to identify trends/opportunities, develop strategic direction from market information, and create compelling market analysis presentations

• Effectively present Motorola's value proposition and demonstrate key attributes of our video security and access control portfolio

• Sales functions include forecasting, project registration, pipeline management through CRM, proof of concepts, demonstration, and market positioning presentations. Business Development and Identification of new opportunities across the respective O&G landscape specifically targeting the accounts assigned

• Business to Business functions including training as required, to best position Motorola Solutions VS&A Products enabling them to confidently ensure compliance with respective corporate policies and expectations

• Ensure delivery of respective revenue quota together with any MBO’s assigned

• Attend team conference calls and meetings as prescribed

• Work with and educate regional Sales Team members on how to engage with the specific vertical market effectively and with maximum results

• Help in identifying all prospective new business opportunities in the assigned O & G Accounts to maximize the impact of regional Sales Team efforts within the assigned territories

• Identify “product gaps” that need to be addressed by Product Management in order to gain greater exposure/standardization assigned sector. Prepare reports and provide to your reporting line and Product Management on gaps and fiscal impact of gaps to Motorola Solutions Video Security & Access Control

• Interface and work with relevant 3rd party technology providers in the assigned account landscape to develop relationships for technology integrations

• Attend trade shows and professionally participate in booth duty within the Motorola Solutions VS&A attendance at various marketing events as determined necessary

• Conduct all required sales calls, schedule “local” promotional work and track sales activities with all channels using Motorola Solutions VS&A’s Salesforce.com lead and project tracking software database

• Develop standardized vertical market presentations and sales tools outlining Motorola Solutions VS&A value proposition as appropriate

• Work with Applications Engineering for Proof Of Concept and relevant solution Designs

• Submit regular forecasts and activity reports to management

• Motorola Solutions VS&A may allocate such additional or other duties from time to time as necessary to meet the needs of the business of Motorola Solutions Video Security & Access Control

Qualifications 

• Strong understanding of the video surveillance & access control market in mid to premium brand space, with an aptitude for selling solutions with a minimum of five years experience in this sector

• Demonstrable successful strategic account management track record at all levels

• A self-motivated and focused individual with a passion for technology and an aptitude for customer satisfaction

• Strong negotiation skills, being comfortable with negotiation at all levels

• Excellent presentation skills verbal and written, able to communicate complex solutions in an informative way, and adapt to a varied audience

• Has a pleasant, friendly style of verbal and written communication

• Excellent knowledge of networking principles and IP communication, CCTV, and access control

• Frequent international travel will be required during the execution of the duties of the Key Account Manager, Oil & Gas (North Gulf Territory) expected to be in excess of 50%

• The Vertical Channel Account Manager (Oil & Gas), shall have core responsibility to cover the following territory: Qatar, Bahrain, Iraq and Kuwait.

Basic Requirements

• 5+ years experience in the video surveillance & access control market

• A valid driving license and has no individual or personal restrictions on travel and access to countries and jurisdictions within the territory as defined. 

• Excellent IT skills, in office/Google and other essential platforms

• Excellent verbal and written communication skills in English, Arabic as an additional language is an advantage.

Travel RequirementsOver 50%
Relocation ProvidedNone
Position TypeExperienced

Referral Payment PlanNo

CompanyMotorola Solutions UK Limited, Qatar Branch

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 email [email protected].