Regional Sales Manager - Southeast

Company Overview

At Motorola Solutions, we believe that everything starts with safety. It’s the constant that empowers people to confidently move forward. It can fill a flight or sell out a stadium. It can care for a patient or graduate a class.

As a global leader in public safety and enterprise security, we create and connect the technologies that help to keep people safe where they live, learn, work and play. Our integrated technology ecosystem unifies critical communications, video security and access control, and command center software, enabling collaboration in more powerful ways.

At Motorola Solutions, we’re ushering in a new era in public safety and security. Bring your passion, potential and talents to a career that matters.

Department Overview

Avtec, Inc. (www.avtecinc.com) is the leading provider of mission-critical dispatch console systems in North America. With a worldwide customer base, Avtec serves customers in public safety, transportation, utility, business, industrial, and government markets. Since the beginning of our company in 1979, Avtec has earned a 40+ year unblemished record in providing innovative and reliable dispatch solutions.

The Regional Sales Manager (RSM) has several channels to market including, direct sales, channel partners, manufacturer representatives, and strategic partners. The primary objective of the RSM is to sell Avtec solutions by maximizing their channels’ contributions utilizing sales best practices, industry relationships and other resources and tools. The RSM is assigned performance targets for sales of Avtec products and services in their territory. The RSM will represent themselves in a professional manner consistent with Avtec’s ethics, values, and fundamentals.

Key Success Factors:

• Create, nurture, and maintain successful relationships with clients, customers, dealers, MRs and partners.
• Create, communicate, and execute a sales plan including the business opportunities, risks, and mitigation steps for the assigned territory.
• Establish a comprehensive and effective channel partner network throughout the territory and provinces .
• Consistent achievement of orders quota and overdrive on commitment as often as possible.
• Develop and foster and maintain a sufficient opportunity pipeline.
• Foster effective relationships within Avtec.
• Uses best practice tools such as Green and Blue Sheets.
• Maintain relationships with all channel partners and be fully engaged with counterparts at key partners.
• Apply Sandler Selling methodology in all interactions.

Essential Duties and Responsibilities:

• Maintain sales database with critical data as defined in operational protocols and be prepared to demonstrate understanding of entries.
• Develop and nurture leads within the prescribed time protocol.
• Coordinate and develop strategic plans with the MRs.
• Identify, qualify, and develop, opportunities per the Sandler selling process.
• Provide sales and product training to channel partners, MRs, and strategic partners.
• Remain current on Avtec products and software releases.
• Help planning, execute, and participate in regional and national conferences, and industry events.
• Manage, coach, and focus channel partner activities so as to grow the relationship and revenue.
• Remain current on administrative reporting (expense and time, weekly activity, forecast)
• Develop a strategic plan specific to your territory.

Requirements:

• 5+ years of sales/presales experience demonstrating success in selling new technology and software sales at enterprise level.
• Proven experience in developing and growing a channel network.
• Be able to receive challenging requests from channel partners and have the ability to negotiate a positive outcome.
• Ability to quickly establish channel partner and end customer relationships.
• Ability to travel up to 60% of time including some weekends.
• Education - bachelor’s degree or equivalent industry experience.
• Proven track record of meeting and exceeding quota in technology sales.
• Experience using Salesforce,com for generating opportunities and providing timely and accurate forecasts.
• Be able to demonstrate positive team work and collaborate internally to gain assistance when required.
• Sales training (Sandler, Miller Heiman, Dale Carnegie).
• “ Go the extra mile” when engaging with various different characters and personalities.
• Deep understanding of mission and business critical communications industries including, products, competitors, history and emerging trends.

Nice to have:

• Previous experience with Saleforce.com.
• Reside in the eastern time zone.
• Fluent in English, Spanish, Portuguese, or French.
• Experience selling public safety market technology.

Basic Requirements

• Bachelors Degree with 4+ years of sales/presales/public safety experience OR 8+ years of sales/presales/public safety experience

Travel Requirements

Over 50%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

Yes

Our U.S. Benefits include:

• Employee Stock Purchase Plan
• Incentive Bonus Plans
• Generous Paid Time Off Packages
• Paid Parental & Family Leave
• 9 Paid Holidays
• Medical, Dental, Vision benefits
• And more!
• 401K with Company Match

EEO Statement

Motorola Solutions is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran's status, or, any other protected characteristic.