Channel Accounts Manager

7 months ago

Bryanston, South Africa Motorola Solutions Full time

**Company Overview**:
At Motorola Solutions, we believe that everything starts with safety. It’s the constant that empowers people to confidently move forward. It can fill a flight or sell out a stadium. It can care for a patient or graduate a class.

As a global leader in public safety and enterprise security, we create and connect the technologies that help to keep people safe where they live, learn, work and play. Our integrated technology ecosystem unifies critical communications, video security and access control, and command center software, enabling collaboration in more powerful ways.

At Motorola Solutions, we’re ushering in a new era in public safety and security. Bring your passion, potential and talents to a career that matters.

**Department Overview**: Motorola Solutions (NYSE: MSI) creates innovative, mission-critical communication solutions and services that help public safety and commercial customers build safer cities and thriving communities.

We help people be their best in the moments that matter. This is our purpose.

The Motorola Solutions channel business is primarily responsible for interfacing with our distributors and channel partners in the assigned territory, building win-win business relationships that help to drive successful attainment of our revenue targets. Its key objective is to manage and develop the relationship within our channel partners in territory. 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 role is part of the SSA Channel Management organization, specifically covering: South Africa, Lesotho, Swaziland, Namibia, Botswana, Zimbabwe, Zambia, Angola, Malawi and Mozambique and reports into the EMEA channel sales department.
**The Channel Account Manager (CAM) is required to promote sales growth by
- developing, nurturing and enabling the existing channel partners in Southern Africa
- identifying, vetting and on-boarding new channel partners in the region.

The CAM will also be skilled and proficient in our internal sales enablement and development tools, like Salesforce.

The CAM must have the ability to establish strong business relationships at all levels of the partner’s organization with the express goal of becoming their trusted business adviser with the primary goal to position Motorola Solutions as the lead technology provider on their projects and sites.

**Channel Account Manager will report to Director of Sales: SSA Channel and main tasks will include**:

- Manage sales to execute the revenue plan (Distributors and T1/T2 partners): Be accountable for annual sales plan objectives and ensure they are met or exceeded.
- Establish trust and build strong business relationships with channel accounts.
- Drive targeted campaigns and generate sales leads within the Partner community
- Constantly engage with the product teams for new product, solutions or service offerings and coordinate appropriate training with Partners.
- Partner closely with Sales Management, Pre-Sales Support and Field Marketing to ensure seamless execution on channel promotional activities.
- Identify, qualify and close sales opportunities together with channel partners.
- Resolve or escalate partner issues.
- Assist with and drive marketing plans of channel partners.
- Work closely with the EMEA Channel Management to understand and execute strategy for achieving business growth through distributors and channel partners.
- Drive the sign-up and implementation of Partner Empower Program principles.
- Ensure that channel communication is at all times clear, concise and in-line with company direction.
- Participate in regional meetings and conference calls, as appropriate.
- Maintain an accurate and detailed weekly forecast and commits.
- Report on competitive trends in our territory (products and commercial).
- On a quarterly basis, present a formal territory business review to peers and channel management.

***Basic Requirements**:
**Specific Knowledge/Skills**:

- Fluent in English language (written and oral)
- NB Willing and able to travel frequently within the assigned territory.
- Experience working in Salesforce would be beneficial.
- Knowledge of Two-Way or other related Wireless Technologies would be a significant advantage.
- Experience working within a Channel environment would be beneficial.
- Individual must have strong interpersonal and 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 achieving or overachieving quotas.
- Negotiation skills at different levels within an organization.
- Ability to prospect and quickly qualify the new channel opportunities.
- Numerate with strong spreadsheet skills.
- An understanding of key business metrics with ch

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