Vertical Channel Account Manager - Retail

Role Overview

Vertical Channel Account Manager - Retail at Motorola Solutions, based in the Middle East region.

Company Overview

Motorola Solutions is a global organization united by the mission to help keep people safer everywhere. We build and connect technologies to protect people, property and places. Our solutions foster collaboration critical for safer communities, schools, hospitals, businesses, and nations.

The Video Security & Access Control division engages with key Retail Vertical Industry Stakeholders across assigned regions. The division supports multiple Video and Security Brands, including Avigilon, Pelco, Indigovision, Openpath and any further brands in the VS&A division in the future as appropriate.

Role Purpose

The Vertical Channel Account Manager (Retail) develops, supports, advises and manages customer relationships with enterprise retail accounts, ensuring unified engagement with Motorola Solutions local sales teams. The role positions the portfolio and solution offerings of VS&A to increase sales and market share. The core customer focus is to position Motorola Solutions' end-to-end Video Security & Access Control ecosystems—helping enterprise retailers reduce loss prevention risks, optimize store operations, and safeguard staff and customers.

Key Responsibilities

Revenue & Account Growth

• Drive new and expansion revenue targets across named, large-scale retail accounts including grocery chains, big-box stores, department stores, and specialty retail.
• Maintain a minimum 4x–5x sales pipeline to meet and exceed quarterly and annual revenue quotas.
• Ensure delivery of respective revenue quota together with any MBOs assigned.
• Build trusted relationships with C-Suite executives, VP/Directors of Loss Prevention, Organized Retail Crime (ORC) teams, and Store Operations leadership.

Sales & Business Development

• Conduct all required sales calls, schedule local promotional work and track sales activities with all channels using Motorola Solutions VS&A's Salesforce.com lead and project tracking software database.
• Develop business-to-business functions including training as required, to best position Motorola Solutions VS&A Products enabling them to confidently ensure compliance with respective corporate policies and expectations.
• Execute sales functions including forecasting, project registration, pipeline management through CRM, proof of concepts, demonstration, and market positioning presentations.
• Help identify all prospective new business opportunities in the assigned End user Accounts to maximize the impact of regional Sales Team efforts within the assigned territories.
• Translate complex tech concepts such as Cloud vs. On-Premise VMS, AI-driven appearance search, and license plate recognition into actionable ROI for retail executives.

Market Intelligence & Strategy

• 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 in order to gain greater exposure and standardization in the assigned sector.
• Prepare reports and provide to reporting line and Product Management on gaps and fiscal impact of gaps to Motorola Solutions Video Security & Access Control.

Sales Enablement & Team Support

• Work with and educate regional Sales Team members on how to engage with the specific vertical market effectively and with maximum results.
• Develop standardized vertical market presentations and sales tools outlining Motorola Solutions VS&A value proposition as appropriate.
• Effectively present Motorola's value proposition and demonstrate key attributes of our video security and access control portfolio.

Partner & Cross-Functional Engagement

• Interface and work with relevant 3rd 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.

Reporting & Administration

• Submit regular forecasts and activity reports to management.
• Attend team conference calls and meetings as prescribed.

Events & Visibility

• Attend trade shows and professionally participate in booth duty within Motorola Solutions VS&A attendance at various marketing events as determined necessary.

General

• Motorola Solutions VS&A may allocate such additional or other duties from time to time as necessary to meet the needs of the business of Motorola Solutions Video Security & Access Control.

Qualifications & Experience

• 5–8+ years of proven B2B enterprise sales or key account management experience, especially within physical security, video surveillance, VMS software, access control, or SaaS.
• Strong understanding of the video surveillance and access control market in mid to premium brand space.
• Demonstrable successful strategic account management track record at all levels.
• Established network of Loss Prevention / Asset Protection contacts in major retail brands.
• Strong understanding of the enterprise retail landscape, specifically Loss Prevention (LP), Asset Protection (AP), and retail operations workflows.

Skills & Competencies

• Strong negotiation skills, comfortable negotiating at all levels.
• Excellent presentation skills, verbal and written, able to communicate complex solutions in an informative way and adapt to a varied audience.
• Pleasant, friendly style of verbal and written communication.
• Excellent knowledge of networking principles and IP communication, CCTV, and access control.
• Self-motivated and focused individual with a passion for technology and an aptitude for customer satisfaction.

Additional Information

• Territory: Middle East.
• Travel: Over 50% international travel will be required during the execution of the duties of the Key Account Manager.
• Relocation: None 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.