IT-Channel Account Manager - DACH

Motorola Solutions; Deutschland; On-site; USD 102,389 - 170,649; Full time

Job summary

Motorola Solutions Germany GmbH seeks an accomplished IT Channel Account Manager to sell Avigilon Alta cloud video and access control solutions. The role focuses on hunting new business, expanding partner networks, and driving strategic growth across enterprise and public sector accounts.

Ideal candidates have a 4–5+ year track record in selling enterprise SaaS, strong C-level communication skills in German and English, and are comfortable with pricing, contracts, and CRM tools.

Qualifications

• 4–5+ years of experience selling enterprise SaaS solutions.
• Proven and quantifiable track record of overachievement.
• Experience selling to large enterprise, mid-market, and public sector end user accounts.
• Hunter background with a proven history of success.
• Excellent interpersonal, communication and presentation skills in German and English.
• Good business acumen, experience with contracts and pricing.
• Self-starter, goal-oriented and able to take ownership.
• Working knowledge of Salesforce.com and CRM tools.

Responsibilities

• Cultivating and expanding our IT partner network with a focus on strategic growth.
• Prospecting end-user accounts to generate new business opportunities.
• Driving demand for Avigilon Alta cloud native video security platform within the territory.
• Presenting and demonstrating Avigilon Alta to CISOs, security experts, integrators and facilities teams.
• Developing local and regional partnerships to design, configure, sell, install and support Alta solutions.
• Collaborating with engineering to position, estimate, respond to RFPs and run POCs.
• Providing customers with pricing and configurations that meet needs.
• Forecasting and reporting activity accurately and timely.
• Building high-level relationships within accounts to win incremental business.

Skills

Enterprise SaaS sales

Overachievement track record

Sales to enterprise & public sector

Hunter mentality

C-level communication

Business acumen

Contracts and pricing

German & English

Self-starter

CRM familiarity

Tools

Salesforce.com

CRM tools

Job description

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.

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 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, Pelco and Halo 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

We are looking for an accomplished sales professional with a proven track record of over-achieving quotas by selling innovative software and hardware solutions to solve complex enterprise and public sector challenges. Our sales teams own significant territories and develop their own territory business strategies in conjunction with our local, regional, and national Alta IT-Channel partners.

Our sales teams work alongside world-class pre-sales engineers to build successful relationships that lead to new business opportunities. An ideal candidate can balance hunting near term opportunities with long term strategic relationships while applying solution-selling methodologies to close business, surpass sales targets, and maximize growth.

Responsibilities

As an IT Channel Account Manager for our Alta Cloud Video and Access control portfolio, you will be responsible for but not limited to the following:

• Cultivating and Expanding Our IT Partner Network. A core focus of this role is the comprehensive development and strategic expansion of our existing and prospective IT partners.
• Prospecting end user accounts for new business. This role involves actively identifying and engaging with potential new end-user accounts to generate new business opportunities.
• Driving demand for Avigilon Alta cloud native video security platform within assigned territory. This involves developing and executing strategic initiatives to raise awareness, educate potential clients and partners about the platform's benefits, and ultimately drive adoption and sales.
• Presenting and demonstrating Avigilon Alta software-defined security platform to CISOs, physical security experts, integrators, consultants, facility and property management, faculty, deans, principles, and others. This sophisticated platform offers a comprehensive suite of security solutions designed to address the multifaceted needs of modern organizations.
• Developing local and regional partnerships to help design, configure, sell, install, and support Avigilon Alta solutions. Strong local and regional partnerships are vital for Avigilon Alta solutions' entire lifecycle, encompassing system design, configuration, sales, installation, and post-installation support for client satisfaction and reliability.
• Teaming and collaborating closely with engineering resources to guarantee the highest level of technical excellence across all phases of product positioning, comprehensive competitive analysis, compelling proposal development, detailed RFP responses, and successful proof-of-concepts (POCs).
• Providing customers and partners with pricing and configurations to meet their needs as required. The goal is to ensure solutions are technically sound, financially viable, and optimally configured for maximum value, requiring clear communication of complex technical and pricing information.
• Forecasting and reporting activity accurately and in line with expectations. This involves diligently tracking sales pipelines, market trends, and internal performance metrics to generate reliable predictions of future activity.
• Forging high-level relationships within accounts to win incremental product and service business. This requires a proactive approach to understanding client needs, aligning solutions with strategic objectives, and negotiating favorable terms to drive growth.
• Keeping informed of the competitive landscape. Proactive analysis is an ongoing process vital for anticipating shifts, responding effectively, and capitalizing on opportunities to maintain a competitive edge.

Basic Requirements

• Ideally 4 to 5+ years of experience in selling enterprise SaaS solutions (within the IT security industry is considered a plus)
• Proven and quantifiable track record of overachievement
• Experience selling to large enterprise, mid-market, and public sector end user accounts
• Hunter background with a proven history of success
• Adept at communicating with a largely technical audience as well as strong C-level/board-level communications and relationship skills
• Good knowledge of the IT and security market
• Self-starter, goal-oriented, and takes ownership
• Good business acumen, experience with contracts and pricing
• Excellent interpersonal, communication and presentation skills in German and English
• Working knowledge of Salesforce.com and CRM tools
• Ability to travel up to 25% of the time
• Location: Frankfurt (Negotiable)

Travel Requirements

Under 25%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

No

Company

Motorola Solutions Germany GmbH

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.