Vertical Channel Account Manager - Retail

Company Overview

At Motorola Solutions, we believe that everything starts with our people. We’re a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.

Department Overview

Motorola Solutions Video Security & Access Control division engages with key Retail Vertical Industry Stakeholders across the region assigned. The role in question is responsible to develop, support, advise & manage customer relationships, ensuring a unified engagement with the respective Motorola Solutions local sales teams, to further position the portfolio and solution offerings of Motorola Solutions VS&A and to increase the respective sales and market share. The Vertical Channel Account Manager (Retail) will report to the Regional Sales Director Focused & Vertical Accounts and work closely with the regional sales leaders of the assigned territory. The role encompasses supporting multiple Video and Security Brands from Motorola Solutions, including Avigilon, Pelco, Indigovision, Openpath and any further brands in the VS&A division in the future as appropriate.

Motorola Solutions Video Security & Access Control division engages with key Industry Stakeholders across the region assigned. The role in question is responsible to develop, support, advise & manage customer relationships, ensuring a unified engagement with the respective Motorola Solutions local sales teams, to further position the portfolio and solution offerings of Motorola Solutions VS&A and to increase the respective sales and market share.

pipeline expansion, and long-term customer satisfaction across major enterprise retail accounts. In this role, the core customer focus is to position Motorola Solutions’ end-to-end Video Security & Access Control ecosystems—helping enterprise retailers reduce loss prevention risks, optimize store operations, and safeguard staff and customers.

Job Description

• As a Vertical Channel Account Manager you will be responsible for but not limited to the following:
• Drive new and expansion revenue targets across named, large-scale retail accounts (grocery chains, big-box stores, department stores, and specialty retail).
• Build trusted relationships with C-Suite executives, VP/Directors of Loss Prevention, Organized Retail Crime (ORC) teams, and Store Operations leadership.
• Translate complex tech concepts (e.g., Cloud vs. On-Premise VMS, AI-driven appearance search, license plate recognition) into actionable ROI for retail executives.
• Maintain a minimum 4x–5x sales pipeline to meet and exceed quarterly and annual revenue quotas.
• Analyze market data to identify trends/opportunities, develop strategic direction from market information, and create compelling market analysis presentations.
• Effectively present Motorola's value proposition and demonstrate key attributes of our video security and access control portfolio.
• Sales functions include forecasting, project registration, pipeline management through CRM, proof of concepts, demonstration, and market positioning presentations. Business Development and Identification of new opportunities across the respective End user landscape specifically targeting the accounts assigned.
• Business to Business functions including training as required, to best position Motorola Solutions VS&A Products enabling them to confidently ensure compliance with respective corporate policies and expectations.
• Ensure delivery of respective revenue quota together with any MBO’s assigned.
• Attend team conference calls and meetings as prescribed.
• Work with and educate regional Sales Team members on how to engage with the specific vertical market effectively and with maximum results.
• Help in identifying all prospective new business opportunities in the assigned End user Accounts to maximize the impact of regional Sales Team efforts within the assigned territories.
• Identify “product gaps” that need to be addressed by Product Management in order to gain greater exposure/standardization assigned sector. Prepare reports and provide to your reporting line and Product Management on gaps and fiscal impact of gaps to Motorola Solutions Video Security & Access Control.
• Interface and work with relevant 3rd party technology providers in the assigned account landscape to develop relationships for technology integrations.
• Attend trade shows and professionally participate in booth duty within the Motorola Solutions VS&A attendance at various marketing events as determined necessary.
• Conduct all required sales calls, schedule “local” promotional work and track sales activities with all channels using Motorola Solutions VS&A’s Salesforce.com lead and project tracking software database.
• Develop standardized vertical market presentations and sales tools outlining Motorola Solutions VS&A value proposition as appropriate.
• Work with Applications Engineering for Proof Of Concept and relevant solution Designs.
• Submit regular forecasts and activity reports to management.
• Motorola Solutions VS&A may allocate such additional or other duties from time to time as necessary to meet the needs of the business of Motorola Solutions Video Security & Access Control.
  
  

Basic Requirements

The Vertical Channel Account Manager (Enterprise), shall have core responsibility to cover the following territory: Middle East.

• Strong understanding of the video surveillance & access control market in mid to premium brand space, with an aptitude for selling solutions with a minimum of five years experience in this sector.
• Experience: 5–8+ years of proven B2B enterprise sales or key account management experience, especially within physical security, video surveillance, VMS software, access control, or SaaS.
• Retail Domain Knowledge: Strong understanding of the enterprise retail landscape, specifically Loss Prevention (LP), Asset Protection (AP), and retail operations workflows will be a strong added advantage.
• Established network of Loss Prevention / Asset Protection contacts in major retail brands.
• Demonstrable successful strategic account management track record at all levels.
• A self-motivated and focused individual with a passion for technology and an aptitude for customer satisfaction.
• Strong negotiation skills, being comfortable with negotiation at all levels.
• Excellent presentation skills verbal and written, able to communicate complex solutions in an informative way, and adapt to a varied audience.
• Has a pleasant, friendly style of verbal and written communication.
• Excellent knowledge of networking principles and IP communication, CCTV, and access control.
• Frequent international travel will be required during the execution of the duties of the Key Account Manager, expected to be in excess of 50%.
  
  

Travel Requirements

Over 50%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

Yes

Company

Motorola Solutions UK Limited-DDA

EEO Statement

Motorola Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other legally-protected characteristic.

We are proud of our people-first and community-focused culture, empowering every Motorolan to be their most authentic self and to do their best work to deliver on the promise of a safer world. If you’d like to join our team but feel that you don’t quite meet all of the preferred skills, we’d still love to hear why you think you’d be a great addition to our team.