Vertical Channel Account Manager - Retail

Company Overview

Motorola Solutions is a global community dedicated to building technologies that help protect people, property, and places, fostering safer communities, schools, hospitals, businesses, and nations worldwide. Join us to contribute to a meaningful mission of creating a safer future.

Department Overview

The Video Security & Access Control (VS&A) division at Motorola Solutions engages key retail industry stakeholders within the assigned region. This role is responsible for developing and managing customer relationships, coordinating closely with local sales teams to effectively position the Motorola Solutions VS&A product portfolio—including brands like Avigilon, Pelco, Indigovision, and Openpath—to expand market presence and sales.

Key Responsibilities

• Achieve new and expanded revenue targets across major retail accounts such as grocery chains, department stores, and specialty retailers.
• Establish and maintain trusted partnerships with executive-level retail leadership including C-Suite, Loss Prevention, Organized Retail Crime teams, and Store Operations.
• Clarify and communicate advanced technology concepts such as cloud vs. on-premise video management systems, AI appearance search, and license plate recognition to demonstrate ROI to retail stakeholders.
• Maintain a robust sales pipeline (4-5 times quota) to consistently exceed revenue goals.
• Analyze market trends and craft strategic market insights and presentations.
• Showcase the value proposition of Motorola’s video security and access control solutions through effective presentations and demos.
• Manage sales forecasting, pipeline tracking using CRM tools, project registrations, proofs of concept, and market positioning initiatives.
• Provide training and business development support to ensure compliance and optimize the positioning of VS&A products.
• Collaborate closely with sales teams regionally to enhance vertical market engagement and business opportunity identification.
• Report product gaps and collaborate with product management to address market needs and increase exposure in the retail sector.
• Develop relationships with third-party technology providers to facilitate integrations.
• Represent the company professionally at trade shows, marketing events, and support promotional activities.
• Complete sales calls, organize local promotional events, and track all channel sales activities using Salesforce.
• Create standardized presentations and sales tools highlighting the vertical market value proposition.
• Partner with applications engineering for proof of concept and solutions design.
• Regularly submit forecast and activity reports to management.
• Perform additional duties as assigned to meet business needs within VS&A.

Candidate Requirements

• Minimum 5 years of experience in video surveillance and access control markets, with strong solution selling expertise in mid to premium brand segments.
• Proven 5–8+ years in B2B enterprise sales or key account management, particularly in physical security, video surveillance, VMS software, access control, or SaaS sectors.
• Solid understanding of enterprise retail operations, including Loss Prevention, Asset Protection, and retail workflows is advantageous.
• An existing network of contacts in Loss Prevention and Asset Protection across key retail brands is highly preferred.
• Demonstrated success in strategic account management at multiple organizational levels.
• Self-driven, passionate about technology, and dedicated to delivering excellent customer outcomes.
• Strong negotiation capabilities across all business levels.
• Excellent verbal and written communication skills, capable of conveying complex solutions clearly to diverse audiences.
• Professional and personable communication style.
• Comprehensive understanding of networking principles including IP communications, CCTV, and access control systems.
• Willingness and ability to travel internationally extensively (over 50%).

Additional Information

• Relocation assistance: Not provided.
• Frequent international travel required, exceeding 50% of work time.
• Position Type: Experienced professional role.
• Referral program available.
• Motorola Solutions is an Equal Opportunity Employer committed to diversity and inclusion.