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.
The Vertical Channel Account Manager (Oil & Gas) will report to the Regional Sales Director Focussed & Vertical Accounts and work closely with the regional sales leaders of the assigned territory. The role encompasses supporting multiple Video and Security Brands from Motorola Solutions, including Avigilon, Pelco, Indigovision, Openpath and any further brands in the VS&A division in the future as appropriate.
Motorola Solutions Video Security & Access Control division engages with key Oil & Gas Industry Stakeholders across the region assigned. The role in question is responsible to develop, support, advise & manage customer relationships, ensuring a unified engagement with the respective Motorola Solutions local sales teams, to further position the portfolio and solution offerings of Motorola Solutions VS&A.and to increase the respective sales and market share.
The core objective of this position is to increase funnel growth and sales of our video security and access control solutions portfolio by creating and shaping demand while increasing relationships within the oil and Gas security and safety sector. Working closely with Motorola’s regional account teams and channel partners. Additional responsibilities include, but are not limited to the following:
Responsible for establishing strategic business development initiatives in assigned named accounts that drive corporate growth through product expansion, partnerships, and alliances
Analyze market data to identify trends/opportunities, develop strategic direction from market information, and create compelling market analysis presentations
Effectively present Motorola's value proposition and demonstrate key attributes of our video security and access control portfolio
Sales functions include forecasting, project registration, pipeline management through CRM, proof of concepts, demonstration, and market positioning presentations. Business Development and Identification of new opportunities across the respective O&G landscape specifically targeting the accounts assigned
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
Ensure delivery of respective revenue quota together with any MBO’s assigned
Attend team conference calls and meetings as prescribed
Work with and educate regional Sales Team members on how to engage with the specific vertical market effectively and with maximum results
Help in identifying all prospective new business opportunities in the assigned O & G Accounts to maximize the impact of regional Sales Team efforts within the assigned territories
Identify “product gaps” that need to be addressed by Product Management in order to gain greater exposure/standardization assigned sector. Prepare reports and provide to your reporting line and Product Management on gaps and fiscal impact of gaps to Motorola Solutions Video Security & Access Control
Interface and work with relevant 3rd party technology providers in the assigned account landscape to develop relationships for technology integrations
Attend trade shows and professionally participate in booth duty within the Motorola Solutions VS&A attendance at various marketing events as determined necessary
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 standardized vertical market presentations and sales tools outlining Motorola Solutions VS&A value proposition as appropriate
Work with Applications Engineering for Proof Of Concept and relevant solution Designs
Submit regular forecasts and activity reports to management
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
Strong understanding of the video surveillance & access control market in mid to premium brand space, with an aptitude for selling solutions with a minimum of five years experience in this sector
Demonstrable successful strategic account management track record at all levels
A self-motivated and focused individual with a passion for technology and an aptitude for customer satisfaction
Strong negotiation skills, being comfortable with negotiation at all levels
Excellent presentation skills verbal and written, able to communicate complex solutions in an informative way, and adapt to a varied audience
Has a pleasant, friendly style of verbal and written communication
Excellent knowledge of networking principles and IP communication, CCTV, and access control
Frequent international travel will be required during the execution of the duties of the Key Account Manager, Oil & Gas (North Gulf Territory) expected to be in excess of 50%
The Vertical Channel Account Manager (Oil & Gas), shall have core responsibility to cover the following territory: Qatar, Bahrain, Iraq and Kuwait.
5+ years experience in the video surveillance & access control market
A valid driving license and has no individual or personal restrictions on travel and access to countries and jurisdictions within the territory as defined.
Excellent IT skills, in office/Google and other essential platforms
Excellent verbal and written communication skills in English, Arabic as an additional language is an advantage.
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 ohr@motorolasolutions.com.