Solutions Consultant – Physical Security and Resilience Solutions

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

Noggin is a leader in integrated resilience management technology, offering a next-generation, cloud-based platform that combines 10 essential solutions into one unified system. Our award-winning platform seamlessly integrates operational resilience, incorporating physical security incident management, business continuity management, crisis incident management, emergency management and safety operations.

The Pre-Sales team possesses a deep knowledge of our solutions and the problems they solve in our customers’ organizations. The Pre-sales team provides the link between an organization's business objectives and the technological implementation of solutions. Sitting within the Business Development function, they work closely with Sales, Product, Engineering, Professional Services and Customer Success. They also assist with implementations on an as-needed basis.

Job Description

Motorola Solutions is building talent pipelines to meet future hiring demands. This is a pipeline role, while there is not an immediate opening, we want to build relationships with prospective candidates like you. If your background is a match to our requirements, we’ll follow up with an exploratory conversation.

The purpose of the Solutions Consultant position is to embody the mantra of “Problem Meet Solution”, from a Functional Customer Business Process focus. At its core, the Solutions Consultant's responsibility is to understand the customer’s specific business and technical needs, translate, architect and articulate this into a viable, compelling and clear blueprint for a technological solution. This involves a deep understanding of the business processes, workflows, and pain points to define the "what" and "why" of a solution before the Solutions Consultants teams delve into and articulate the "how." Solutions Consultants are the visionaries who ensure that the technological solution is not just technically sound but also functionally robust and user centric.

Key Responsibilities:

The Investigator - Discovery and Qualification: During the initial phases of the sales cycle, the Solutions Consultant plays a crucial role in deeply understanding the prospect's business. This goes beyond a superficial understanding of their pain points, but also:

• Uncover business and functional requirements, engaging various stakeholders, to elicit detailed information about their current processes, challenges, and desired future state.

• Qualify the opportunity in collaboration with the sales executive, to help determine if our solutions are a genuine fit for the customer's needs.

The Architect and Storyteller - Solution Design and Presentation: Once a solid understanding of the customer's needs is established, this role transitions into architecting a solution articulated via compelling storytelling. 

• Tailoring the solution, to address the unique requirements uncovered during discovery. 

• Crafting compelling demonstrations and assisting Solutions Consultant to create and present customized product demonstrations that showcase how the solution will solve the prospect's specific problems. Not generic overviews but tailored narratives that resonate with the audience.

The Trusted Advisor - Handling Objections and Technical Deep Dives: As the sales process moves forward, prospects will inevitably have questions and objections, often of a more technical nature. The Solutions Consultant is a knowledgeable resource for addressing these concerns with credibility and expertise.

• Address functional and technical objections, providing detailed and reassuring answers.

• Conduct functional and technical workshops, lead deep-dive sessions with the prospect's team to discuss the solution's architecture, implementation, and ongoing management in detail.

• Build trust and confidence with a deep understanding of both our product and solution within the customer's context, to help close the deal.

The Collaborator - Proposal Development and Closing: In the final stages of the sale, the FSA works closely with the sales team to ensure the proposed solution is accurately articulated reflected in the commercial offer. The contributions include:

• Defining the Scope of Work, providing the customer contextual details that resonate with the customer’s solution expectations, ensuring accuracy and clarity.

• While the primary focus is on the pre-sales process, involvement may extend into the post-sale phase. Supporting handing over the solution to the implementation team for a seamless transition for the new customer.

Experience and Skills

• A minimum of 5 years of commercial experience in business with a proven track record in roles such as practitioner in a related business, business analysis or solution architecture

• Deep understanding of the business processes, challenges, and regulatory requirements of the industry that Noggin offers software solutions in (physical security management, crisis/emergency management, business continuity management, risk management)

• Demonstrable experience in leading or performing a significant role in the successful delivery of complex, large-scale technology projects. This includes experience with the full project lifecycle, from requirements gathering to deployment and post-implementation support.

• A history of working closely with a diverse range of stakeholders, including business users, project managers, technical teams, and executive leadership.

• Has diversity of experience, expertise and knowledge across many solutions, technologies and facets of information technology.

Target Base Salary Range: $120,000 - $140,000 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 2+ years experience in one of the following: technical solutions selling, sales engineering, marketing or product management

• OR 4+ years experience in one of the following: technical solutions selling, sales engineering, marketing or product management

Travel Requirements

25-50%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

No

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.