A&E Consultant – Video Security & Access Control – Security Solutions Sales

Job Description

Business Development Manager, A&E (Southeast) | Motorola Solutions

The Tone:
This is a full-time, remote role for Motorola Solutions, primarily covering the Central US region. Motorola Solutions is a global leader building and connecting mission-critical communications and video security & access control technologies to help keep people safer everywhere. Their solutions are crucial for fostering collaboration in communities, schools, hospitals, businesses, and critical infrastructure. This role is vital for helping build a safer future by driving the adoption of Motorola Solutions’ advanced video security and access control systems in new construction projects through engagement with key design professionals.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Remote, USA Remote, covering the Central US region (Minnesota, Wisconsin, Kansas, Missouri, Nebraska, and the Dakotas), with over 70% travel required.
• Pay: $100000–$115000 yearly
• Mission: Drive the adoption of Motorola Solutions’ video security and access control products by establishing relationships and generating sales opportunities with Architects, Electrical Engineers, and Security Consultants in new construction projects across the Central US.
• Tech Stack: Video analytics, network video management software, hardware, surveillance cameras, access control solutions (Avigilon, Pelco), Revit, AutoCAD, Bluebeam

What You’ll Actually Do
• Relationship Development: Create and drive relationships with Architects, Electrical Engineers, and Security Consultants within the West region, fostering partnerships crucial for project integration.
• Educational Presentations: Perform education-focused Lunch and Learns and conduct project meetings with accounts throughout the region to inform and engage potential partners.
• Sales Opportunity Creation: Proactively identify and generate new sales opportunities, ensuring the listing of Motorola Solutions (MSI) products from targeted firms to significantly contribute to the North American Sales Team’s pipelines.
• Marketing Strategy and Execution: Develop and implement comprehensive marketing plans tailored to the assigned sector. This includes creating marketing campaigns, organizing tradeshow events, developing sales tools, managing web resources, engaging on social media, and facilitating direct customer interactions, all subject to internal approval.

The Must-Haves
• Background: An experienced professional with a strong foundation in security solutions, possessing a detailed understanding of the video surveillance industry and the intricacies of the construction lifecycle.
• Experience: A minimum of 5 years of dedicated sales experience in security solutions, specifically within the video surveillance sector. Proven experience selling into New Construction projects, including both Design-Bid-Build and Design-Build models.
• Skills: Detailed understanding of the Construction Lifecycle, including Construction Design Sets using MasterFormat, and how the A&E business model operates. A good understanding of design deliverables and software such as Revit, AutoCAD, and Bluebeam is essential. Possesses deep knowledge of Video Security Cameras, Video Management Software, Video Analytics, and Access Control hardware/software. Comfortable and adept at working collaboratively with Low Voltage Electrical and Security Designers on their specific deliverables.
• Bonus: Preferred qualifications include 2+ years of direct experience working with A&E, Engineering, and Security Consulting firms. Experience with key drivers in physical security across critical verticals such as Airport, Data Center, and Critical Infrastructure.