Mid-Market Account Executive - Cloud Software Sales

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

The Resiliency and Security team at Motorola Solutions provides a complete organizational resilience ecosystem that unifies proactive risk assessment and business continuity planning with rapid, multimodal mass notification and emergency response tools.

Job Description

We are seeking a Mid-Market Account Executive to join our Resiliency and Security team. Reporting to the Regional Sales Manager, you will be responsible for hunting and closing new business within mid-sized organizations.

This is a pure New Logo acquisition role. You will report to the ASM who acts as a coach and utilizes MEDDPICC as a roadmap for deal control rather than a reporting burden. You will be responsible for penetrating mid-market hospital systems and the mid-market utility verticals, disrupting the status quo, and evangelizing the transition from archaic, manual processes to a unified digital safety ecosystem.

Key Responsibilities:

• Execute a high-velocity territory plan to build and maintain a consistent pipeline from scratch.
• Identify and test prospective Champions to ensure they possess the influence and access to the Economic Buyer required to move a deal forward.
• Maintain a 3x to 4x pipeline through a high volume of top-of-funnel activity, including strategic outreach and territory business reviews.
• Maintain radical accountability over your sales funnel, providing accurate monthly, quarterly, and annual revenue forecasts through proactive ownership and total deal control.
• Conduct targeted discovery to efficiently uncover and quantify the business impact of the 'Cost of Inaction' associated with a current manual or legacy workflows.

Preferred Attributes:

• Proven track record of managing and closing and 5-figure and low 6-figure ARR deals. Expert-level mastery of the MEDDPICC qualification framework to strictly qualify and close 6 to 12-month sales cycles. Skilled at converting technical pain into quantified business value for the Economic Buyer.
• Exceptional executive presence to effectively engage with key hospital department heads and administrators. High level of coach-ability with the courage to seek feedback and the adaptability to implement it instantly. A high-ownership mindset that thrives on the challenge of cold-starting a territory by unseating entrenched competitors or overcoming the inertia of legacy workflows and manual processes.

The First 90 Days: Path to Elite Performance

• Days 1-30: Master the SaaS suite, achieve MEDDPICC internal certification, and build a list of 50+ regional healthcare and utility prospects in your territory.
• Days 31-60: Initiate strategic outbound to Economic Buyers and lead discovery calls focused on illuminating the hidden risks of current manual hospital workflows.
• Days 61-90: Build a 3x-4x qualified pipeline and gain verbal validation of business pain from at least two regional health systems or utility organizations.

Location and Travel Requirements:

• Must be able to travel greater than 60% of the time
• Candidates can live anywhere in the United States

Target Base Salary Range: $100,000 - $110,000 USD

Consistent with Motorola Solutions values and applicable law, we provide the following information to promote pay transparency and equity. Pay within this range varies and depends on job-related knowledge, skills, and experience. The actual offer will be based on the individual candidate.

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Basic Requirements

• Bachelor's Degree with 4+ years of sales experience
• OR 6+ years of sales experience

Travel Requirements

Over 50%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

Yes

Our U.S. Benefits include:

• Incentive Bonus Plans

• Medical, Dental, Vision benefits

• 401K with Company Match

• 10 Paid Holidays

• Generous Paid Time Off Packages

• Employee Stock Purchase Plan

• Paid Parental & Family Leave

• and more!

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.

We're committed to providing an inclusive and accessible recruiting experience for candidates with disabilities, or other physical or mental health conditions. To request an accommodation, please complete this Reasonable Accommodations Form so we can assist you.