Trusted Adviser, US Army / National Guard – Strategic Accounts – Military Strategic Advisory

Job Description

Executive Account Manager (Army Federal) | Motorola Solutions

The Tone:
This is a full-time role at Motorola Solutions, located remotely with a primary focus on the Washington, D.C. area, involving significant travel across North America. The company builds and connects technologies to help keep people safer everywhere, fostering collaboration critical for communities, schools, hospitals, businesses, and nations. This role is crucial for serving as a trusted adviser to senior U.S. military leadership, bridging advanced technology with the evolving requirements of the U.S. Army and National Guard.

The TL;DR
• Role: Full Time
• Type: Experienced
• Location: Remote – Washington, D.C.
• Pay: $206,250–$222,750 yearly
• Mission: Orchestrate multi-disciplinary teams to solve complex communications, enterprise IT, land mobile radio, and Command & Control (C2) challenges for the U.S. Army and National Guard.
• Tech Stack: LMR, Land Mobile Radio/P25 interoperability, Cybersecurity, Information Assurance, Command & Control (C2) platforms, CAD, NG911, NGCS, MWN

What You’ll Actually Do
• Relationship Management: Build and maintain enduring partnerships at the SES, Adjutant General, and General Officer (O-7+) levels across key organizations.
• Requirements Development: Shape customer understanding of policy, state/federal budgeting, Title 10/Title 32 operations, and future requirements for the U.S. Army and National Guard.
• Business Orchestration: Lead extended, cross-functional teams to identify and quantify multi-million dollar business opportunities within the active Army, National Guard, and joint DoD enterprise.
• Value Articulation: Clearly communicate Motorola’s value proposition and long-term strategies to senior Army and Guard leadership, envisioning next-generation capabilities and interoperable networks.
• Procurement Leadership: Act as a capture manager for large US Army procurements, including requirements development, price support, and final contract negotiations.

The Must-Haves
• Background: Bachelor’s Degree with 10+ years of sales, public safety, or military experience, OR 15+ years of combined experience. Distinguished background within the Department of Defense, with a strong preference for U.S. Army or National Guard service at the O-6 level or above.
• Experience: At least 10+ years in high-level business development, operational leadership, or technical leadership roles within the DoD, National Guard, or Federal/State Law Enforcement sectors. Demonstrated success engaging key stakeholders across the National Guard Bureau (NGB), State Joint Force Headquarters (JFHQ-State), OPMG, BECS, IMCOM, 7th Signal Command, NETCOM, and associated PEOs/PMs.
• Skills: Mastery of US DoD and National Guard budget and procurement cycles (PPBE process, dual-status funding streams); Deep familiarity with LMR/RF communications, P25 interoperability, Cybersecurity, Information Assurance, and Command & Control (C2) platforms; Exceptional writing and briefing skills capable of influencing decisions at the highest levels of the Army, National Guard Bureau, and Department of Defense; Demonstrated ability to oversee the entire sales process—from initiating high-level executive discussions to closing major strategic programs; Proven success in developing and executing go-to-market strategies within highly collaborative, matrixed environments.
• Bonus: Familiarity with modern productivity and CRM tools such as Salesforce and Google Suite.