Channel Account Manager
vor 3 Wochen
Company Overview
Motorola Solutions is there for our customers when everything is on the line. In extreme moments — when a hurricane lands or when a fire breaks out. And in everyday moments — when a package arrives just in time for the holiday or when a child doesn’t miss the school bus home.
We unify voice, data, video and analytics in one integrated ecosystem to enable individuals, businesses and communities to work together in more powerful ways. To help people make better decisions, act confidently and be their best in the moments that matter. Bring your passion, potential and talents to Motorola Solutions and connect with a career that matters.
Department Overview
The Motorola Solutions channel business is primarily responsible for interfacing with our channel partners and distributors in the assigned country, building win-win business relationships that helps to drive successful attainment of our revenue targets. Its key objective is to manage and develop the relationship within our channel partners in country. The role also focuses on the development of new channels dedicated to prospecting and identifying mid and high tier partners and system integrators, specifically entering new competitive accounts. The department is part of the Eastern Europe Channel
management organization covering Hungary, Bulgaria, Romania, Slovenia, Croatia, Serbia, Bosnia and Herzegovina, North Macedonia, Montenegro, Kosovo and Albania. Motorola Solutions (NYSE: MSI) creates innovative, mission-critical communication solutions and services that help public safety and commercial customers build safer cities and thriving communities.
We help people be their best in the moments that matter. This is our purpose.
**Job Description**:
The main role of this position is the recruitment, acquisition, development, retention, and management of Radio Channel Partners within the South-East Europe Market. This role will manage all aspects of the relationship between Motorola Solutions and those including all commercial and technical facets, enabling them to develop and grow successful independent businesses through the reselling of Motorola’s Radio Solutions portfolio.
The incumbent will report to Regional Channel Sales Director and the main tasks will be:
- Formulate a winning sales go-to-market strategy.
- Identify, qualify and close sales opportunities within the assigned scope (current and pipelined partners), engaging other teams as needed (account managers, business finance, operations...)
- Manage the sales to execute the plan (Distributors, Tier 1/2 partners)
- To be accountable for annual sales plan objectives and ensure they are met or exceeded.
- Resolve or escalate issues when appropriate.
- Assist with the creation and drive marketing plans of channel partners.
- Work closely with the Regional Distribution Management to understand and execute strategy for achieving business growth (distributors and system integrators).
- Complete rollout of key elements of Partner Program.
- Develop and maximize the Solution Partner Community to maintain appropriate geographic coverage via partners.
- Responsible for ensuring that channel communication is at all times, clear concise, and in-line with company direction.
- Maintaining an accurate and detailed weekly forecast and commits.
- Report on competitive trends in our territory.
- In addition, this role requires a solid understanding of peripheral and complementary products and solutions supplied by both Motorola Solutions and Others.
- Guide regional Sales and Channel management with regular management metrics.
Basic Requirements
- Fluent in English. Knowledge of any language spoken in the assigned sales territory (i.e.German, Serbo-Croatian, Romanian, Hungarian) is a significant advantage
- Able to travel frequently within the assigned territory.
- A knowledge of Two-Way or other related Wireless Technologies would be regarded as a significant advantage.
- 5 years of experience working within a Channel environment. Sales experience in Eastern Europe would be regarded as a significant advantage.
- Individuals must have strong interpersonal / presentation skills and the ability to deliver complex solutions in simple terms.
- Must have strong networking and teaming skills with internal and external team members.
- Experience in developing channel base.
- Able to work under pressure.
- A proven track record in achieving or overachieving quotas.
- Negotiation Skills at different levels within an organization.
- Ability to prospect and quickly qualify the new channel opportunities.
- Highly numerate with strong spreadsheet skills.
- Deep understanding of key business metrics with channels and their effect in vendor performance (revenues, returns, inventory )
- Able to engage the most senior level of Partners (GM, CEOs ).
- Act entrepreneurially within the Corporate Environment.
- Strong relationship/account management skills.
- Seeks feedback from customers to identify str
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