Territory Business Development Manager – Channel Sales

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 OverviewChannel Business
Job Description

Company Overview

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. Bring your passion, potential and talents to Motorola Solutions, and help us usher in a new era in public and enterprise safety and security.

Opportunity

This is a high profile business development role. The opportunity is to further strengthen and grow our Channel Business across Singapore, Malaysia and Emerging Countries from within our traditional “Core” portfolio, and who has the flexibility, talent and capability to drive and grow our ‘Solutions’ business – across our Expansion technologies portfolio. You will need to bring your breadth of customer, channel and ICT experience to this role, managing and driving sales through our traditional and new channel partners. A strategic thinker with the ability to manage multiple product suites across multiple Channels is a must.

Job Description

We are seeking a dynamic and motivated Business Development Manager to join our APAC channel team supporting growth covering; Singapore, Malaysia and ‘Emerging Countries’, including Bangladesh, Cambodia, Nepal and Sri Lanka. As our Territory Business Development Manager, you will support and ensure the continued success across our core and expansion portfolios through direct selling and alongside our via our channel partner networks ensuring Motorola’s Solutions market representation, growth and profitability is maximized.

This role is for an experienced individual sales contributor, who has proven success in direct market sales and growth activities to maximize market position whilst fulfilling through our defined distribution and channel partners.

Your role will include, but not limited to the following:

• Responsible for sales, strategic account planning and relationship management within the defined territory – Singapore, Malaysia, and Emerging Countries across our Core and Expansion Technologies portfolios
• Front the customer engagement, grow the our core solution sales business with effective business development, vertical market expansion and system integration project sales
• Work closely with pre-sales team and our Subject Matter Experts in order to bring together value added solutions that drive value to customers requirements and set Motorola Solutions apart from our competitors.
• Proactively develop and expand pipelines through direct customer engagement and leveraging channel partners
• Develop our solutions and expansion business through developing partner relationships and capabilities, both existing and new, especially with consultants, system integrators or 3rd party application providers to create an integrated customer solution ecosystem
• Manage and enable partners with solution sales mentalities and capabilities to expand the portfolios they sell of our ecosystem
• Help to identify, on board and enable new partners to help support the growth of our core and Expansion Technologies business in this region
• Act as a trusted advisor to influence partners/customer’s technology platform decisions and develop preference and loyalty to MSI through
• Leading the internal cross-functional teams to plan the market’s GTM strategy, including Route-to-Market planning, product positioning, resource allocation, and market development
• Develop key end user account plans to help expand our share of wallet by positioning value added solutions within their organisation.
• Develop and implement comprehensive sales plan for your territory, key channel partners, or strategic end user accounts
• Work closely with Regional Sales Leads and any Channel Account managers to help develop strategic growth plans
• Meet regularly with channel partners to review plans & actions, agree on goals & objectives & discuss strategies for winning major opportunities.
• Ability to manage accurate sales forecasts, pipeline management, ability to mitigate risks or create opportunities against targets on a monthly basis

Basic Requirements

Essential Requirements

• Must have proven experience in end user account management and growth, market/business development, channel sales management, and partner business planning
• Proven track record of exceeding targets and working in a high performing sales environment
• Being able to engage with end customers, address customer problems with a solution sales mind-set
• Ideally a minimum 5 years channel sales experience in ICT, SI, or Telecommunication field.
• C-Level selling Experience, and / or relevant experience in large enterprise sales
• Broad understanding of technology infrastructure such as wired/wireless networks, network services, operational software, and managed services,
• Experience in Body worn video and CCTV/Video analytics would be an advantage 
• Solid experiences in subscription business selling relating to network service provider and / or application service providers is a plus
• Willing to travel, including to markets within the territory

Travel RequirementsOver 50%
Relocation ProvidedNone
Position TypeExperienced

Referral Payment PlanNo

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].