Business Development Manager North America, Video: Energy, Marine and Transportation

Company Overview

Motorola Solutions is there for our customers when everything is on the line. In extreme moments — when a hurricane lands or when a fire breaks out. And in everyday moments — when a package arrives just in time for the holiday or when a child doesn’t miss the school bus home. 

We unify voice, data, video and analytics in one integrated ecosystem to enable individuals, businesses and communities to work together in more powerful ways. To help people make better decisions, act confidently and be their best in the moments that matter. Bring your passion, potential and talents to Motorola Solutions and connect with a career that matters.

Department Overview

Pelco, a Motorola Solutions Company is a global leader in the design, development, and manufacture of predictive video security solutions including cameras, recording and management systems, software, and services. Our personal engagement with customers, resellers and technology partners drives the development and deployment of surveillance and security solutions with meaningful innovation. It’s the foundation that Pelco has built its brand upon for over 25 years.
From VideoXpert video management platform to our industry-leading selection of IP cameras and accessories, Pelco is committed to designing and delivering a broad range of high-quality, IP video security solutions, products, and systems that make The World Safer.
Job Description

This role can sit anywhere in the US, but will require 50-75% travel across North America

Reporting to the Vice President of Sales – NAM, the Specialized Infrastructure BDM – Pelco NAM takes responsibility for being a subject matter expert and day to day sales leader for the Specialized Infrastructure (SI) product lineup in the Canada/US markets. The core objective of this position is to create and win enterprise as well as strategic sales opportunities within the Specialized Infrastructure vertical marketplace.

The role is highly varied and requires skills in several core functions including, general management tasks, business to business account management, and sales activities.

Responsibilities and Duties:

• Design, build and execute comprehensive business practice for the Specialized Infrastructure vertical markets including (but not limited to) Oil & Gas, Mining, Marine, Manufacturing and Transportation
• Create and execute assigned sector business plan, update and modify quarterly to reflect market changes/innovations and/or technology acquisitions.
• Create and execute marketing plans targeting the SI verticals, including marketing campaigns, tradeshow events, sales tools and web resources, social media and customer interactions as approved.
• Work with and educate North American Sales Team members on how to engage with the Energy vertical effectively and with maximum results. Be a subject matter expert.
• Develop and maintain deep, meaningful relationships within the SI verticals that are relevant to security and surveillance and have the possibility of generating opportunity for Pelco and to include trade associations, affinity groups etc.
• Work with North American Sales Team on identifying key vertical partners/end-users; equipping team with resources to quickly and effectively engage contacts in a manner that will result in Pelco differentiation in the Specialized Infrastructure verticals, market leadership, and subject matter expertise that will help close deals.
• Help in identifying trade associations, partnering opportunity, new business plans & objectives, and other creative market approaches to maximize impact of North American Sales Team efforts
• Identify “product gaps” that need to be addressed by Product Management in order to gain greater exposure/standardization in the vertical market. Prepare regular reports and provide to your reporting line and Product Management on gaps and fiscal impact of gaps to Motorola Solutions.
• Schedule regular engagements with key stakeholders in the SI vertical markets to maintain relationships and assigned opportunities relative to latest and greatest within the Pelco portfolio (Lunch and Learns, webinars, on-site meetings/demos) and attend tradeshows.
• Manage business unit resource - demo equipment, marketing budgets, travel budgets, or any other resources the company allocates.
• Develop standardized SI vertical market presentations and sales tools for use by North American Sales Team outlining the Pelco value proposition within vertical.
• Compile data on competitive products and pricing and report it back to head office, maintain working knowledge of competitive offerings.

Additional Skills

• Seeking 4+ years of sales experience in one of the following: Video, Security or Access Control
• Experience one or more of the following vertical markets focusing on demand creation: Energy, Mining, Marine, Manufacturing, Transportation
• Strong technical acumen and ability to speak towards our products and solutions
• Ability to accurately forecast revenue on a weekly, monthly, quarterly, and annual basis
• Proven record of achievement in delivering results and developing collaborative relationships
• Strong understanding of our go-to-market strategy and sales philosophy is required
• Excellent analytical, verbal and written communication skills
• Time management skills are required, and candidates must have the ability to manage multiple priorities in a complex, fast-paced environment
• Ability to travel up throughout North America, as needed

Territory:

• The location of this position is flexible, but should be located within the continental US and within a 1 hour drive of a major airport
• The Business Development Manager, Energy North America will have the responsibility to cover the Energy market, North America vertical, and any other areas/verticals/markets assigned from time to time.
• Frequent travel (approximately 60% by air and car) will be mandatory during the execution of the duties

#LI-DH

Basic Requirements

• Bachelors Degree with 5+ years of sales experience in security solutions or 8+ years of sales in security solutions 

Vaccine Requirement

Motorola Solutions has implemented a voluntary COVID-19 vaccination policy. We strongly encourage all employees to be fully vaccinated. Additionally, certain local governments or Motorola Solutions' customers may have vaccine requirements that apply to some of our employees. These employees are required to submit proof of vaccination to Motorola Solutions and maintain compliance with these requirements.

Travel RequirementsOver 50%
Relocation ProvidedNone
Position TypeExperienced
Referral Payment PlanYes

Our U.S. Benefits include:

• Incentive Bonus Plans
• Medical, Dental, Vision benefits effective Day 1
• 401K with Company Match and Day 1 vesting
• 9 Paid Holidays
• Generous Paid Time Off Packages
• Employee Stock Purchase Plan
• Paid Parental & Family Leave
• and more!

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.