Senior Enterprise Account Executive - Retail

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. Our critical communications, video security and command center technologies support public safety agencies and enterprises alike, enabling the coordination that is critical for safer communities, safer schools, safer hospitals and safer businesses. Connect with a career that matters, and help us build a safer future.

Motorola 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. 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, facilities, and retailers.

Reporting to the Director of Sales - North America, the Sr. Enterprise Account Executive - Retail for North America holds a key position that requires a dynamic individual who is knowledgeable and passionate about surveillance and is highly customer focused and efficient. The core objective of this position is to create and win enterprise as well as strategic sales opportunities within the Retail vertical marketplace.

• Design, build and execute comprehensive business practice for the retail vertical
• Create and execute assigned sector business plan, update and modify quarterly to reflect market changes/innovations and/or technology acquisitions
• Create and execute marketing plans targeting the Retail vertical, including marketing campaigns, tradeshow events, sales tools and web resources, social media and customer interactions as approved
• Work with and educate North American Sales Team members on how to engage with the retail vertical effectively and with maximum results
• Develop and maintain deep, meaningful relationships within the retail vertical that are relevant to security and surveillance and have the possibility of generating opportunity for Motorola Solutions and to include trade associations, affinity groups etc.
• Work with North American Sales Team on identifying key retail vertical partners/end-users; equipping team with resources to quickly and effectively engage contacts in a manner that will result in Motorola Solutions differentiation in the retail vertical, market leadership, and subject matter expertise that will help close deals
• Help in identifying trade associations, partnering opportunity, new business plans & objectives, and other creative market approaches to maximize impact of North American Sales Team efforts within the retail vertical
• Identify "product gaps" that need to be addressed by Product Management in order to gain greater exposure/standardization in the retail vertical market. Prepare regular reports and provide to your reporting line and Product Management on gaps and fiscal impact of gaps to Motorola Solutions
• Schedule regular engagements with key stakeholders in the Retail vertical market to maintain relationships and assigned opportunities relative to latest and greatest within Motorola Solutions portfolio (Lunch and Learns, webinars, on-site meetings/demos) and attend trade shows
• Manage business unit resource - demo equipment, marketing budgets, travel budgets, or any other resources the company allocates
• Develop standardized Retail vertical market presentations and sales tools for use by North American Sales Team outlining Motorola Solutions value proposition within vertical
• Compile data on competitive products and pricing and report it back to head office, maintain working knowledge of competitive offerings

• 5+ years of video security and access control solutions sales experience
• Seeking 2+ years of Enterprise Sales
• Experience working with channel strategies and initiatives
• Strong technical acumen and ability to speak towards our products and solutions
• Ability to accurately forecast revenue on a weekly, monthly, quarterly, and annual basis
• Proven record of achievement in delivering sales results and developing collaborative relationships
• Strong understanding of our go-to-market strategy and sales philosophy is required
• Excellent analytical, verbal…