Services & Cybersecurity Portfolio Strategist

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 Sales Strategy teams define sales approaches for all products in our portfolio. They provide sales feedback to the product teams to guide product development and enablement material development and identify inventive ways to teach sellers how to sell. Motorola Solutions provides critical public safety solutions for our customers with offerings from our Services and Cybersecurity Portfolio, including managed and support services, professional services, lifecycle services, and cybersecurity solutions. A key function within the North America (NA) Sales Operations team is that of a Portfolio Strategist lead for the services and cybersecurity portfolio. This function provides go to market requirements to the product teams and marketing organization to help ensure successful launch and sales expectations can be reached. In addition, this function leads readiness efforts to enable direct, channel and inside sales teams to understand key value propositions, solution features from customer perspective and differentiators over competition.

Job Description

The candidate will be expected to work closely with account managers, sales leadership, sales operations, product managers, development engineering, sales specialists, marketing, and service organizations.

Responsibilities:

• The Services & Cybersecurity Portfolio Strategist is the bridge between the sales and product organizations for services and cybersecurity offerings. The role encompasses two primary functions:
  • The voice of sales into the product organization for feature development and prioritization
  • Primary contact point and sales enablement source for sellers for questions about Service and Cybersecurity offerings.
• Prioritize and manage the Services & Cybersecurity "OneList" by synthesizing VoS/VoC inputs into clear development priorities for Product/Engineering
• Determination of suitable beta trial customers for upcoming products and solutions
• Meet with customers for Voice of Customer (VoC) sessions
• Gather and translate VoS and VoC feedback to hold Product teams accountable to sales requirements and drive solution "attach" strategies
• Make sure new products and solutions are ready for sale and can be consumed by our customers
• Use of the D stream checklist to confirm market readiness of new products and solutions
• Bridge gaps between Offer Management, Product, launch assets and Sales Hubs to reduce seller friction, speed up order-to-fulfill flow, and streamline multi-year proposals
• Communicate new product and service launches, intent to cancel, and process changes to direct sales, MRs, and channel partners as needed to support North America sales for State & Local government as well as Federal business
• Business case development and confirmation
• Build practical, bite-sized selling tools (e.g., SPIN questions, ROM quote guidance, ecosystem integration strategies) to empower field sellers across all phases of sales enablement
• Reducing friction points for the sales organization with new product and solution launches
• Evaluation of interactions and interfaces of solutions that stretch beyond the assigned portfolio
• Ability to change presentation styles as needed, ex. technical presale vs. senior leadership
• Identification of best routes to market and strategies that will increase sales
• Guide offer teams on the strategy to increase ecosystem sales and reduce seller friction to extend proposals from product siloes to comprehensive multi-year customer outcomes
• Build strong relationships and become a trusted work partner within the sales organization
• Provide targeted deal & RFP support for complex projects, empowering field reps to own initial discovery and sales cycles independently
• Customer Interaction in support of sales; contribute/participate in sales meetings, trade shows, or other customer facing venues
• Drive "Services Adder" strategies that connect product siloes into peace-of-mind, multi-year recurring outcomes
• Monitor leading and lagging metrics (e.g., Services attach rates, enablement completion rates, VoS items delivered, ROM quote velocity)

Qualifications:

• Bachelors 3+ years of experience in or more of the following: product management/engineering, marketing, sales, public safety or military
• OR 6+ years of experience in or more of the following: product management/engineering, marketing, sales, public safety or military
• Knowledge of managed and support services, professional services, lifecycle services, and cybersecurity solutions
• Proven experience translating technical product capabilities into practical sales tools or GTM enablement programs
• Familiarity with services attach strategies, lifecycle services, cybersecurity solutions, or SaaS/recurring revenue models
• Understanding of financial trade offs, business case development, and product pricing
• Experience in services delivery, cybersecurity, or related fields is beneficial but not required

Location/Travel:

• Preferred candidates will reside in the United States
• Travel as needed

Target Base Salary Range: $110,000 - $120,000 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.

Basic Requirements

• Bachelors 3+ years of experience in or more of the following: product management/engineering, marketing, sales, public safety or military
• OR 6+ years of experience in or more of the following: product management/engineering, marketing, sales, public safety or military

Travel Requirements

Under 25%

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.

Originally posted on Himalayas