Distribution Channel Account Manager

Company Overview

At Motorola Solutions, we believe that everything starts with our people. We’re a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.

Department Overview

The Motorola Solutions Channel Team is a fantastic team to work in. It is a highly accountable, reliable and creative team. The department is primarily responsible for interfacing with our channel partners and Distributors in the assigned country building win-win business relationships that helps to build successful attainment of our revenue targets. Its key objective is to manage and develop the relationship within our Channel partners and Distributors in the country. The role also focuses on the development of new channels dedicated to prospecting and identifying mid and high tier partners and system integrators, specifically entering new competitive accounts. The department is part of the Central Europe Radio Channel management organization covering DACH.

Job Description

The main role of Distribution Channel Account Manager is the recruitment, retention and management of Distributors. Growing business with distributors and developing tier 2 partners and acquiring new customers. This in your own style with a creative and accountable attitude.

Distribution Channel Account Manager will manage all aspects of the relationship between Motorola Solutions and Distribution including all commercial and technical facets, enabling them to develop and grow successful independent businesses through the reselling of the Motorola’s Radio Solutions portfolio.

Scope of Responsibilities / Expectations

Formulate a winning sales go-to-market strategy.

Identify, qualify and close sales opportunities within the assigned scope (current and pipelined partners), engaging other teams as needed (account managers, business finance, operations...)

Manage the Distribution sales to execute the plan. To be accountable for annual sales plan objectives and ensure they are met or exceeded.

Resolve or escalate issues when appropriate.

Assist with creation and drive marketing plans of distributors and Tier 2 channel partners.

Work closely with Distributors to understand and execute strategy for achieving business growth.

Complete roll out of key elements of Partner Program.

Develop and maximize the Solution Partner Community

Responsible for ensuring that channel communication is at all times, clear concise and in-line with company direction.

Maintaining an accurate and detailed weekly forecast and commits.

Report on competitive trends in our territory.

In addition, this role requires a solid understanding of peripheral and complementary products and solutions supplied by both Motorola Solutions and Others.

Guide regional Sales and Channel management with regular management metrics. This aspect is the primary role to deliver $15M sales of Motorola’s Radio Portfolio.

Desired Background/Knowledge/Skills

Fluent in German and English, French is a distinct advantage.

Able to engage the most senior level of Partners (GM, CEOs…).

Able to travel frequently within the assigned territory.

A knowledge of Two-Way or other related Wireless Technologies would be regarded as a significant advantage.

Knowledge of the emerging technologies within the Radio / Wireless Industry and how they may apply to our Distributors and Channel Partners.

Experience working with Channel Partners.

10 years’ experience working within a Sales Role.

Basic Requirements

Individual must have strong Interpersonal / presentation skills and the ability to deliver complex solutions in simple terms.

Must have strong networking and teaming skills with internal and external team members.

Able to work under pressure.

A proven track record in overachieving quotas.

Negotiation Skills at different levels within an organization.

Ability to prospect and quickly qualify the new channel opportunities.

Highly numerate with strong spreadsheet skills.

Deep understanding of key business metrics with channels and their effect in vendor performance (revenues, returns, inventory…).

Strong relationship/account management skills.

Seeks feedback from customers to identify strengths and improvement opportunities.

Follows up with customers to ensure that all actions to make the sale are done, creating the best customer experience.

Travel Requirements

Over 50%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

Yes

Company

Motorola Solutions Germany GmbH

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.