About this role
About the Role A Distribution Channel Account Manager will drive channel sales with distribution partners in Northern Germany, focusing on video security and access control solutions. The role includes sales leadership, partner development, and program execution to grow Motorola Solutions' distribution business. What You'll Do
- Lead sales functions including forecasting, project registration, pipeline management through CRM, proofs of concepts for system integrators, demonstrations, and market positioning presentations.
- Develop distributor spend accounts, identify new opportunities, and increase spend through existing partners and identify new partners.
- Conduct quarterly and annual business reviews with distribution partners' management teams; attend trade events and work with distributors at their customer events.
- Deliver B2B activities: sales training for distributor staff, product management to position Video Security & Access Control products, quarterly marketing action plans, website audits, running incentive schemes, and delivering partner programs through distribution.
- Take ownership of partners' issues to quickly resolve them and ensure best-in-class service; manage stock/inventory, financials, credit facilities, new part management, end-of-life, and set annual targets with MSI; contract management for new distribution partners as required.
- Manage point-of-sale and ensure timely receipts for the sales operations team; advise on regional requirements and ensure alignment with maturity of brand and distributor base.
- Collaborate with Channel Sales Managers, Inside Sales and Sales Engineering. What We're Looking For
- At least 5 years' experience in the video surveillance and access control market in mid to premium brand space, with aptitude for selling solutions.
- Self-motivated, technology-focused with a passion for customer satisfaction.
- Excellent verbal and written communication in German and English; additional language desirable.
- Strong negotiation skills; able to negotiate at all levels up to senior management.
- Excellent presentation skills; able to communicate complex solutions to varied audiences with a pleasant communication style.
- Deep knowledge of networking principles, IP communication, CCTV, and access control.
- Prior distribution experience essential; understanding of IT and security distribution, either in distribution or selling through distribution.
- Excellent IT skills in office and other essential programs.
- Travel: 25-50%. Nice to Have
- Additional language skills beyond German and English. Compensation & Benefits
- Travel requirements: 25-50%
- Referral Payment Plan: Yes
- Relocation: None