北京招聘

Department Description:
The Solution Sales Organization helps customers achieve transformational business results from mobile enterprise communication and public safety systems.

Summary of Role:
The Solutions Sales Manager for Managed Services (MS) will lead the coordination of multifunctional teams to identify, develop, drive, and close multi-technology solutions opportunities throughout the sales process. The role will execute the solution specific one-to-one account based marketing and account growth plans with the account teams and vertical industry teams (Retail, Transport & Logistics, Healthcare and Public Safety). Critical to the success of this role will be the ability to demonstrate Motorola Solutions Inc (MSI)’s solution (vertical, business and technical) approach in C-level customer engagement while closing business. The role will manage pipeline and forecasting (with account teams) as well as communicate with the Services business unit for capacity and skill planning. Additionally, responsibilities include managing and coordinating where we apply Solution Architects and when to engage Services Project Managers to scope/plan delivery. Additionally, the engagement manager will conduct customer business case and use case development, ROI as well as host prospect visits to other customer advocates.

Responsibilities:
?Be a trusted advisor to customer and the internal sales team
?Identify explicit/implicit customer problems, needs & initiatives
?Develop sales strategy and account plan jointly with Key Account Manager
?Define, analyze and validate use cases and workflows with key customer stakeholders
?Build ROI for potential projects with Vertical team members (Retail, Transport & Logistics, Healthcare, Public Safety)
?Develop local partnerships and overall ecosystem for solutions offerings
?Lead and coordinate multi-functional teams including:
oInternal: sales, finance, solutions architects, product, engineering and legal
oExternal: IT vendors, IT solutions providers, integrators, carriers, and channel partners
?Develop winning proposal: Lead multi-functional teams in the development of fully costed proposals for complex technical solutions
?Work with key stakeholders to support and drive solution within the customer organization
?Proactively engage internal executive sponsors to develop strategic customer relationships and to sell internally Solutions opportunities
?Document reference architectures, best practices and lessons learned for future opportunities


Qualifications & Experience:
?8+ yrs working experience in multi-technology customer solutions
?Extensive sales background and management of sales team
?Strategic account planning experience required
?Bachelor’s degree required (in Engineering, IT, or Computer Science preferred); MBA and/or advanced degree preferred
?Multi-technology Solutions Sales & Project Management experience required
?Experience of leading sales and developing proposals for complex technology or service projects.
?PMP and/or ITLI certification preferred
?Trained in industry known Solution Sales skills/methods
?Must have excellent relationships with senior leadership of IT vendors, IT solutions providers, integrators, and carriers in the marketplace
?Experience in developing ROI models for technology projects
?Excellent presentation skills required
?Strong verbal and written skills; fluency in English

Vertical-specific Qualifications – General:
?Industry domain expertise and experience in at least one of the following: Retail, Transportation & Logistics, Healthcare, Public Safety.
?Working experience in solutions selling in at least two of the following areas:
oEnterprise-wide LAN/WAN
oEnterprise-wide IP Telephony
oEnterprise-wide WLAN
oVideo
oPSIM
oComputer Aided Dispatch
oLTE, WiMax, or other Broadband WAN
oDatabases
oMobile applications
oInformation Security
?Experience in designing Command & Control Centers highly desirable

Vertical Industry-specific Qualifications – Enterprise Verticals i.e. Retail and/or Transportation & Logistics, and/or Healthcare:
?At least 5+ years working in relevant Vertical Industries, detailed knowledge of the workings of the Vertical Industry, such as approvals/influencers, or experience in technical role(s) supporting the customers or field teams
?Experience with C-level customers (Chief Executive Officer, Chief Information Officer, Chief Operating Officer, Chief Marketing Officer and other CXOs)
?Experience selling large solutions systems or large, long-cycle complex deals or acting as a consultant in large sales deals
?Experience in influencing RFPs for large, complex multimillion- dollar deals
?Experience creating solutions that meet RFP requirements that include services, systems, devices and application
?Knowledge of relevant Vertical Industries’ operations, knowledge of product services, applications
oExperience in other areas (ports (air/sea), public safety, warehouse, manufacturing etc.) a plus.
oKnowledge of the following a plus: Enterprise-wide LAN/WAN, Enterprise-wide IP Telephony, Enterprise-wide WLAN
?Has experience proactively identifying and responding to customer needs analysis
?Experience working with 3rd party vendors and channel partners

Vertical-specific Qualifications – Public Safety:
?At least 5+ years working in public safety (police, fire, EMS, health and human services organizations) or detailed knowledge of the workings of public safety such as approvals/influencers)
?Experience selling large solutions systems or large, long-cycle complex deals or acting as a consultant in large sales deals
?Experience in influencing RFPs and government funding for large, complex multimillion- dollar deals
?Experience creating solutions that meet RFP requirements that include services, systems, devices and application
?Knowledge of public safety (environment), knowledge of product services, applications
oDetailed knowledge of workings of police, fire, EMS, health and human services organizations, influencers and approval processes
oExperience in other public safety areas (transportation, ports (air/sea), retail, etc.) a plus.
?Has experience proactively identifying and responding to customer needs analysis
?Experience working with 3rd party vendors and channel partners
?In-depth knowledge of command centers, including CAD systems, applications and software
?Experience in next gen 911 and designing integrated command and control centers a plus

Motorola Solutions致力于为企业和政府机构提供业务关键和任务关键型通信产品与服务，是业内领先的供应商。凭借最前沿的创新和通信技术，Motorola Solutions令其客户得以在任何关键时刻拥有出色表现。依托强大的财务实力、规范的财务政策，以及对于创新的精诚致力，Motorola Solutions为实现未来增长和盈利做好了充分准备。
在我们服务的几乎所有市场，Motorola Solutions都居于世界领先地位。Motorola Solutions拥有高度多样化的客户基础，并为他们提供无与伦比的创新技术产品组合。
通过其丰富的公共安全解决方案、移动计算技术、先进的数据采集、综合指挥与控制通信、无线局域网解决方案以及各种领先服务，Motorola Solutions能够满足广泛的客户需求。
从首部双向无线对讲机、首款手持激光扫描器，到最前沿的移动数据终端，以及最新的无线网络解决方案，我们始终不遗余力地为政府及企业提供全新的通信方式。对于零售、能源及公用事业、交通和物流、制造及供应链、医疗卫生等行业及其他商用市场，我们为企业量身打造可靠的解决方案。我们的任务关键型解决方案，例如，TETRA系统和专业无线对讲机，成功赢得了各国政府、公共安全机构以及战略性基础设施运营商的信赖。
除上述产品组合外，Motorola Solutions还为众多《财富》500强公司和政府提供技术支持和服务，并通过广泛的渠道合作伙伴网络，以独一无二的方式服务于中小型企业以及众多其他垂直市场。
在中国，我们拥有近1000名渠道合作伙伴，一个研发中心和一个世界级解决方案中心，通过渠道合作伙伴为整个中国地区提供产品及解决方案。