Solutions Sales Specialist - Baltimore, United States - Motorola Solutions

Motorola Solutions
Motorola Solutions
Verified Company
Baltimore, United States

4 weeks ago

Mark Lane

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Mark Lane

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Description

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 Overview:

Motorola's Sales Strategy team is an evolving organization at the front line of aligning Products, Services, & Software programs with the needs of our customers & salespeople.

Our team will foster collaboration across the business-units to align the needs of the field with existing and new sales enablement services and support (within the pillars of Mission Critical LMR and Broadband, Video and Analytics, and the End-to-End Public Safety Ecosystem known as Command Central) Integration points between ASTRO and other solutions is our company's internal strategy (via development and acquisitions)..

our PURPOSE is to create resonance with our customers by offering strategies and solutions that address pain points and help simplify their daily work.

**As a Sales Specialist, you will be responsible for driving thought leadership into the entire portfolio. You will be part of a Solutions Consultant team who will enable sales teams with training and sales strategies for new markets and new customer verticals. You will keep customer focus as your #1 priority, ensuring Voice of Customer engagements are conducted in a beneficial way, without confirmation bias, & by capturing customer "fields of play". Your team will foster collaboration across the portfolio to develop sales approaches and enablement material which can be taught and delivered by our various sales and sales overlay teams. It will be your responsibility to research and find successful sales approaches to leverage existing MSI install base to pivot sales conversations to our expansion portfolio. You will have access to the Worldwide Competitive Enablement team and the NA Portfolio Strategy teams, who will review your approach and prioritize product development to better position our products. The Sales Specialist role will be a selling role measured primarily on selling performance in relation to quota of NA Quota Targets. This position will support at a minimum of MSI's North American State & Local Region. This role will require over 60-75% travel.

Responsibilities include but are not limited to the following:

  • Create End-user and System Administrator qualitative and quantitative value propositions associated with new ASTRO System features and products and the Integrated Workflow to other MSI products and solutions
  • Validate value propositions with MSI customers
  • Interview customers and teach sales how to conduct beneficial outcome selling to generate deeper customer engagement and interest
  • Providing solution demonstrations and trade show support (booth, presentations, panel discussions)
  • Create and validate verbiage for capability description and value for competitive and sole source proposals in partnership with the NA proposal and field sales teams
  • Maintain a customer reference list
  • Collaborate with Direct, MRs and Inside Sales teams to evolve the sales training program
  • Create consultant communications plan to evangelize the value of MSI unique Red Threads between our installed products and rest of our expansive portfolio
  • Periodically educate and update the Lobbyist Community on MSI's portfolio of solutions at a high level
  • Provide competitive positioning / winning strategies for opportunities
  • Provide high level technical oversight of proposed Solutions in support of Engineering (not design systems)
  • Feed Development roadmap requests to NA Portfolio Strategy / GotoMarket teams
  • Support virtual and in person demos

Specific Knowledge/Skills:

  • State & Local Government Market experience preferred
  • Strong Technical Sales support background (3+ years)
  • Proficient with PowerPoint and Google Slides
  • Understanding of MSI's market segments and customers
  • Strong communication and customer interaction skills required (Empathetic listening skills)
  • Comfortable with presenting in intense sales environment
  • Ability to communicate effectively and teach others
  • Focus on creation of sales enablement tools that allow our sales force to engage with their installed base to create new sales opportunities in the Software Enterprise space by leveraging their existing relationships
  • Focus on coaching sales on customer engagement a
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