Channel Account Manager (East Africa and Nigeria)

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’s critical for safer communities, safer schools, safer hospitals and safer businesses. Connect with a career that matters, and help us build a safer future.

Department OverviewMotorola 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.
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.
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.
Job Description

The main role of this position is the recruitment, acquisition, development, retention and management of Two-Way Radio Channel Partners; both Resellers and Distributors within the East Africa and Nigeria region. 

This role will manage all aspects of the relationship between Motorola Solutions and those including all commercial and support facets, enabling them to develop and grow successful independent businesses through the reselling of the Motorola’s Two-Way Radio Solutions portfolio.

You will report to Director Channel Sales and your 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 (Tier 1/2 partners and Distributors).

• To be accountable for annual sales plan objectives and ensure they are met or exceeded.

• Resolve or escalate issues when appropriate.

• Assist with creation and drive marketing plans of channel partners.

• Work closely with the regional Distributor Management to understand and execute strategy for achieving business growth (distributors and system integrators).

• Complete roll out 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

Requirements:

• Location: East Africa (Kenya or Tanzania will be an advantage).

• Fluent in English (Swahili will be an advantage).

• Able to travel frequently within the assigned territory.

• General proficiency in computer skills, including effectively using:

  • Google applications like Gmail, Google Meet and Google Drive.

  • Microsoft Office proficiency, mainly in Excel - to independently manage and report the forecasted numbers for your sales region; PowerPoint - to prepare sales presentations that are usable for internal meetings.

  • Bonus: Salesforce experience will be an advantage - to independently manage and report the forecasted quarterly and annual numbers for your sales territory, load and report on pipeline opportunities, log sales activities and run relevant reports pertaining to your sales reporting.

• A knowledge of Two-Way Radio Technologies would be regarded as a significant advantage.

• 5 years’ experience working within a Channel environment.

• Knowledge of the emerging technologies within the Two-Way Radio / Wireless Industry, and how they may apply to our Channel Partners.

• Individual 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 of 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)

• Multi-layer engagement capacity (end users-partners- distributors)

• Able to engage the most senior level of Partners and Distributors (GM, CEOs).

• Strong relationship/account management skills.

• Seeks feedback from customers to identify strengths and improvement opportunities.

• Follows up with customers to ensure that all actions to make the sale are done, creating the best customer experience.

Travel RequirementsOver 50%
Relocation ProvidedNone
Position TypeExperienced

Referral Payment PlanNo

Company

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].