IT Distribution Channel Account Manager - UK / Europe

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. Our critical communications, video security and command center technologies support public safety agencies and enterprises alike, enabling the coordination that’s critical for safer communities, safer schools, safer hospitals and safer businesses. Connect with a career that matters, and help us build a safer future.

Department OverviewAt Motorola Solutions, we create technologies our customers refer to as their
lifeline. Our technology platforms in communications, software, video and
services help our customers work safely and more efficiently. Our technology
platforms in mission-critical communications, command centre software and
video security & analytics, bolstered by managed & support services, make
cities safer and help communities and businesses thrive. At Motorola Solutions,
we are ushering in a new era in public safety and security.
Motorola’s ALTA video and access control range of cloud-based security
solutions, and IOT products are pivotal to our future in Video Security. As the
demand for Software as a Service increases in all areas of technology.
Supporting and building the channels to market is key to this success as part of
the distribution channel management team.
Job Description

This role is primarily remote with travel in and around the UK and Europe for customers and offices.

As IT Distribution Channel Account Manager you will be responsible for but

not limited to the following;

Sales functions which includes: forecasting, project registration, pipeline

management through CRM, and proof of concepts for the system. Integration,

demonstration, and market positioning presentations. Business development

of distribution spending accounts, identifying new opportunities, and

increasing spend though existing partners and identifying new partners.

Quarter and annual review meeting with the distribution partners’

management teams. Attendance at trade events as required and working with

the distributors at their customer events.

Business to Business functions which includes: sales training for the

distributor’s internal sales staff and external sales staff, product management,

to best position Motorola Solutions ALTA Cloud Video Security & Access

Control products enabling them to confidently sell the portfolio of products.

Quarterly marketing action plans and implementation, website audits, running

incentive schemes and partner program delivery though distribution. Taking

ownership of partners & issues to quickly resolve them to ensure best of class service.

General management including stock and inventory management, financial

management credit facilities, product life cycle - new part management and

end of life, setting annual targets and expectations with MSI management,

contract management for new distribution partners as required. Point of sale

management and timely receipt for the sales operations team. Also advising on

regional requirements ensuring we are working with the appropriate

distribution channel partners, based upon the maturity of each brand and the

distributors customer base.

Collaboration with colleagues including IT Channel Account Management

team, for ALTA Video and ALTA Access Control and Sales Engineering.

Basic Requirements

To be successful as an IT Distribution Channel Manager you should be/have:

• Strong understanding of the IT distribution landscape, and have experience in selling to IT distribution or ideally worked for an IT
• distributor for a minimum of five years, with a strong understanding on the IT reseller market
• Understand and be able to present the benefits of cloud solutions over on-premise solutions to the full sales channel, distributor, reseller and end user
• Able to confidently sell OpEx model vs CapEx, and clearly identify the key drivers that benefit that end user in this purchasing decision
• Ability to design and build channel strategies in the IT sector, leveraging existing partners of MSI, but also be able to build new distribution partnerships from the ground up
• Strong ability to launch a new brand inside regional, multi-national and global IT distributors, and drive vertical revenue from a zero starting position
• Have proven experience in selling Software as a Service in the IT sector
• Self-motivated and focused individual with a passion for technology and an aptitude for customer satisfaction.
• Excellent verbal and written communication skills in English is essential, speaking other languages would be an advantage
• Strong negotiation skills including contract negotiation. Being comfortable with negotiation at all levels within business including, sales, procurement, product management up to C-level relationships
• 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 and cloud physical security solutions

Experience or expertise

• 5+ year’s experience in selling within the IT sector
• Sales experience working through Europe and UK
• Proven and quantifiable track record of overachievement selling
• software and services
• Experience of selling IP/IT based physical security solutions preferable
• Working knowledge of Salesforce.com and CRM tools
• Excellent IT skills, in office and other essential programs
• Educated to Bachelor’s degree level OR equivalent experience

In return for your expertise, we’ll support you in this new challenge with coaching & development every step of the way. Also, to reward your hard work you’ll get:

• Competitive salary and bonus schemes.

• Two weeks additional pay per year (holiday bonus).

• 25 days holiday entitlement + bank holidays.

• Attractive defined contribution pension scheme.

• Employee stock purchase plan.

• Flexible working options.

• Private medical care.

• Life assurance.

• Enhanced maternity and paternity pay.

• Career development support and wide ranging learning opportunities.

• Employee health and wellbeing support EAP, wellbeing guidance etc.

• Carbon neutral initiatives/goals.

• Corporate social responsibility initiatives including support for volunteering days.

• Well known companies discount scheme.

#LI-DJ1

Travel RequirementsOver 50%
Relocation ProvidedNone
Position TypeExperienced

Referral Payment PlanYes

CompanyMotorola Solutions UK Limited

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 [email protected].