Services & Cybersecurity Portfolio Strategist; Remote

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 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.

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.

• 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 "One List" 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,…