Director of Sales, OEM/Prime Partners

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

Silvus Technologies, a leading provider of advanced MANET and MIMO communications systems, is reshaping mesh network technology for mission-critical applications – on the ground, in the air and at sea. Its battle-proven StreamCaster family of MANET radios and proprietary MN-MIMO waveform provides the vital communications link for defense, law enforcement and public safety agencies around the world, and in the toughest operational environments.

With deep roots in DARPA research, Silvus Technologies develops world-class advanced communications technologies that are reshaping the tactical communications landscape. From pure line-of-sight to extreme non-line-of-sight, Silvus radios form a self-healing, self-forming mesh network, enabling secure and reliable connectivity, including video and high-bandwidth data.

Silvus Technologies is a wholly owned subsidiary of Motorola Solutions, Inc.

Job Description
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.

• Security Clearance: Active U.S. Government SECRET clearance or the ability to obtain one within 15 months of hire.

• Must be a U.S. Citizen due to clients under U.S. government contracts.

• All employment is contingent upon the successful clearance of a background check and drug test.

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.
NOTE - As a US Federal Contractor, Silvus Technologies requires that ALL candidates being considered for employment for any position (regardless of level) MUST be a U.S. Person (permanent resident or citizen). Stricter U.S. Citizen ONLY requirements (needed for some Engineering or R&D roles) will be included in the Required Qualifications section of the posted position. This does NOT apply to international positions; only job postings for positions located in the US.

Basic Requirements
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.

• Security Clearance: Active U.S. Government SECRET clearance or the ability to obtain one within 15 months of hire.

• Must be a U.S. Citizen due to clients under U.S. government contracts.

• All employment is contingent upon the successful clearance of a background check and drug test.

Travel Requirements
25-50%

Relocation Provided
None

Position Type
Experienced

Referral Payment Plan
YesOur 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