وصف الوظيفة
Role Overview
Vertical Channel Account Manager - Healthcare at Motorola Solutions, covering the Middle East, Turkey, and Africa region.
Company Overview
Motorola Solutions is a global organization united by the pursuit to help keep people safer everywhere. The company builds and connects technologies to help protect people, property, and places. The Video Security & Access Control division engages with key Healthcare Industry Stakeholders to develop, support, advise, and manage customer relationships, positioning the portfolio and solution offerings while increasing sales and market share.
Role Purpose
Establish and manage strategic business development initiatives in assigned named accounts within the Healthcare vertical to drive corporate growth through product expansion, partnerships, and alliances. Develop unified engagement with regional sales teams to position Motorola Solutions Video Security & Access Control offerings and expand market share in the Healthcare sector.
Key Responsibilities
Strategic Business Development
- Establish strategic business development initiatives in assigned named accounts that drive corporate growth through product expansion, partnerships, and alliances.
- Analyze market data to identify trends and opportunities, develop strategic direction from market information, and create compelling market analysis presentations.
- Identify product gaps that need to be addressed by Product Management to gain greater exposure and standardization in the assigned sector.
- Prepare reports on gaps and fiscal impact of gaps to reporting line and Product Management.
Sales & Pipeline Management
- Effectively present Motorola's value proposition and demonstrate key attributes of the video security and access control portfolio.
- Execute sales functions including forecasting, project registration, pipeline management through CRM, proof of concepts, demonstrations, and market positioning presentations.
- Conduct all required sales calls, schedule local promotional work, and track sales activities using Salesforce.com.
- Ensure delivery of assigned revenue quota and any MBOs.
Business Development & Market Opportunity Identification
- Identify new business opportunities across the End User landscape, specifically targeting assigned accounts.
- Help identify all prospective new business opportunities in assigned End User accounts to maximize the impact of regional Sales Team efforts within assigned territories.
Sales Team Support & Education
- Work with and educate regional Sales Team members on how to engage with the specific vertical market effectively and with maximum results.
- Provide training as required to position Motorola Solutions VS&A products, enabling teams to confidently ensure compliance with respective corporate policies and expectations.
Partnerships & Technology Integration
- Interface and work with relevant third-party technology providers in the assigned account landscape to develop relationships for technology integrations.
- Work with Applications Engineering for Proof of Concept and relevant solution designs.
Marketing & Events
- Attend trade shows and professionally participate in booth duty at Motorola Solutions VS&A marketing events as determined necessary.
- Develop standardized vertical market presentations and sales tools outlining Motorola Solutions VS&A value proposition.
Reporting & Administration
- Submit regular forecasts and activity reports to management.
- Attend team conference calls and meetings as prescribed.
- Motorola Solutions VS&A may allocate additional or other duties as necessary to meet business needs.
Qualifications & Experience
- Minimum five years of experience in the video surveillance and access control market in mid to premium brand space.
- Experience in the Healthcare vertical is an added advantage.
- Demonstrable successful strategic account management track record at all levels including senior leadership.
Skills & Competencies
- Strong understanding of the video surveillance and access control market.
- Excellent knowledge of networking principles and IP communication, CCTV, and access control.
- Strong negotiation skills, being comfortable with negotiation at all levels.
- Excellent presentation skills, both verbal and written, able to communicate complex solutions in an informative way and adapt to varied audiences.
- Pleasant, friendly style of verbal and written communication.
- Self-motivated and focused individual with a passion for technology and an aptitude for customer satisfaction.
Additional Information
- Territory: Middle East, Turkey, and Africa.
- Travel: Frequent international travel required in excess of 50%.
- Relocation: Not provided.
- Position Type: Experienced.
- Referral Payment Plan: Yes.
- Employer: Motorola Solutions UK Limited-DDA.
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.