Director of Sales, OEM/Prime Partners

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.

THE OPPORTUNITY

Would you like to join an incredibly talented group of people, doing very challenging work, with the prime directive of “Keeping Our Heroes Connected”?
 

Silvus is seeking a proactive and growth-oriented Director of Sales, OEM/Prime Partners, who will report to the Senior Director, OEM/Primes. The successful individual in this role will drive sales and manage relationships with our OEM (Original Equipment Manufacturer) and Prime Contractor partners. This role does not interface with the end customer (e.g., DoD) but instead focuses on ensuring Silvus technology is designed into and sold through our partners' platforms (e.g., unmanned systems, C2 applications, etc.). This is a quota-carrying, B2B account management and sales role.

This position is eligible for 100% remote work depending on location.  The travel requirement for this role is from 25-50%, or 1-2 weeks per month.

The following is a list of at least some of the current essential job functions of the position. Management may assign or reassign duties and responsibilities at any time at its discretion.

ROLE AND RESPONSIBILITIES

• OEM/Prime Account Management: Act as the primary point of contact; responsible for the day-to-day account relationship for multiple named OEM/Prime accounts in the Unmanned Surface Vehicle marketplace.

• Sales Execution: Manage the complete near-term sales cycle for OEM / Primes, from receiving an RFQ to closing the sale, and expanding sales opportunities for recurring orders.

• "Design-In" Hunting: "Hunt” for and identify new opportunities for Silvus insertion within named OEM / Prime accounts. Actively identify new OEM / Prime products (unmanned, C2, etc.) and establish Silvus as the go-to communications solution.

• Business Relationships: Establish and maintain strong technical and business relationships with engineers, program managers, and procurement officers at OEM / Prime companies.

• Pipeline Management: Contribute to building a robust pipeline of B2B opportunities. Regularly update the CRM database with a forecast of opportunities from OEM / Primes.

• Product Knowledge: Develop and maintain a deep technical understanding of our MIMO solutions to serve as a trusted advisor to partner engineering teams.

• Market Awareness: Stay updated on trends, changes, and competitor actions in the market that may impact the company's positioning. This includes setting and meeting an annual target for new business to support our growth in the Unmanned systems market.

• Customer Service: Foster a customer-centric approach in all dealings. Promptly address any customer concerns or complaints and use feedback to suggest improvements.

• Event Support: Participate in trade shows, conferences, experiments, and customer events as needed to support sales development.

• Travel Requirements: 1 - 2 weeks per month.

• Perform other related duties of which the above are representative.

REQUIRED QUALIFICATIONS

• High School Diploma/GED.

• Minimum 6 years of demonstrated business development or sales related experience in a technical field; OR a Bachelor’s degree with a minimum of 4 years of demonstrated business development and sales experience in a technical field.

• Track record of successful B2B sales of a technical component, "ingredient" technology, or embedded system.

• Demonstrated experience managing complex account relationships with large corporations (e.g., defense primes, large tech OEMs).

• Track record of successful sales of MANET and/or radio solutions.

• Strong B2B account management and relationship-building skills.

• Technical acumen to effectively communicate with partner engineering and product teams.

PREFERRED KNOWLEDGE SKILLS AND ABILITIES

• Bachelor’s degree from an accredited college or university.

• Demonstrated business development and sales experience in autonomous military systems.

• Working understanding of alternative MANET technologies and their relative strengths.

• Working understanding of the UAV and/or USV marketplace and manufacturers in the USA.

WORKING CONDITIONS & PHYSICAL REQUIREMENTS

• Home office environment

• Indoor air-conditioned facility

• Trade shows

• Occasional exposure to heat, cold, and allergens while performing tests and/or demonstrations in the field.

• While performing the duties of this job, the employee is required to do the following:

  • Lift equipment up to 50 lbs. for the set-up of demonstrations and testing.

  • Manage the movement of large suitcase size Pelican cases (i.e. travel, demos, etc.)

COMPENSATION: $115,000 - $145,000 / annual base salary plus commission; OTE potential up to $300,000

#silvuscareers

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.

REQUIRED QUALIFICATIONS

• High School Diploma/GED.

• Minimum 6 years of demonstrated business development or sales related experience in a technical field; OR a Bachelor’s degree with a minimum of 4 years of demonstrated business development and sales experience in a technical field.

• 25-50%