Strategic Business Development Manager - Secure Products Group
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Department OverviewResponsible for developing and maintaining a big-picture vision and roadmap that supports the Company’s strategic goals for MSI’s Secure Products Group. Secure Products Group provides encryption, authentication, and key management solutions for MSI customers. Validate and develop ideas based on industry experience and contact with customers and stakeholders. Must possess a blend of business and technical skills. Must enjoy spending time in the market to understand the customers’ needs.
The Business Development role for Secure Products and Cybersecurity Services is responsible for leading and working closely with executive leadership to align Motorola Solutions Secure Products and Cybersecurity Services and Solutions to business opportunities in the DoD, Intelligence Community (IC), Government (Federal, State and Local) and Critical Infrastructure market segments.
Primary responsibilities will be to lead business strategy development, identify and cultivate business opportunities by building and maintaining trusted relationships with prospective and existing clients, identify customer problems and approaches to solving, and to successfully close business opportunities. You will engage directly with MSI customers through our direct sales teams as well as through our extensive network of partners. You will perform market analysis, drive marketing initiatives, lead capture efforts, influence stakeholders, support proposal development and drive the growth. Growth initiatives include winning customer development programs and selling products and services to include Secure Product and Cybersecurity Solutions.
The ideal candidate will have a working knowledge of one or more of the following:
- Encryption and Authentication solutions
- Hardware Security Modules (HSM)
- Key management solutions
- Public Key Infrastructure (PKI) & certificates as a service
- Zero Trust Architecture (ZTA) and ZTA based workflows
Key Responsibilities Account and Customer Development
Build and establish long-term relationships with senior leaders in DoD, Intelligence Community, Government (Federal, State and Local) and Critical Infrastructure market segments.
Shape and influence stakeholders at senior acquisition levels for strategic growth areas not in existing budgets or plans.
Participate across community groups and consortiums where key business intelligence is shared
Drive product and solution development through continuous feedback to the product teams (R&D) of customer pain points, use cases and required features
Market, Competition, and Partner Analysis:
Anticipate and provide analysis of markets, competitors' strategy and propose counter-strategies. Continuously assess potential partners to help grow and respond to opportunities
Proposal, White paper, Presentations, and Customer Engagements:
Create and deliver effective client presentations and proposals that address the specific needs of a customer or proposal with attention to organization, detail, and quality presentation including facilitation of group presentations
Interacts with key thought leaders and customers in the industry to keep up with cybersecurity, look for potential opportunities and participate in marketing events for lead generation
Technology Alignment for Business Growth:
Translate customer needs into relevant deliverables that leverage our existing technology stack
Collaborate with design and production teams to ensure contracted product specifications can be executed on-time and as agreed
Manage all phases of the business development cycle to successfully close, including opportunity development, proposal development, implementation estimating, project scoping, client presentations, negotiation, and close
Collaborates cross-functionally with team members (Business, Engineering, Product Management, Finance, Legal and others as needed) in support of assessing and closing new business opportunities and clients including communicating terms to stakeholders
Collaborate with Executive Leadership Team in developing and executing the company’s BD and sales strategy and process to achieve growth objectives
Partner with the existing direct sales teams to drive business development activities
Additional Qualified Skills:
Minimum of 8 years of experience interfacing with the DoD, IC, and Government agencies
Knowledge of DoD Programs and requirements development, DoD Acquisition Processes, acquisition & life cycle sustainment process
Basic understanding of the cybersecurity industry, with the ability to increase to an advanced understanding on the job
Familiarity with federal acquisition vehicles such as FedBizOps and GSA contracts/schedules
Active DoD Secret Clearance or ability to obtain when administrative feasible
MBA or Master's degree
Existing security clearance or ability to reinstate previous clearance
Advanced understanding of the cybersecurity industry
Active DoD Secret Clearance
Bachelor's degree (business-related degree, engineering or science) or equivalent work experience in a related field
At least 4 years of experience in business development of the Government market with U.S. industry
US Citizenship required
Motorola Solutions has implemented a voluntary COVID-19 vaccination policy. We strongly encourage all employees to be fully vaccinated. Any employee who is not vaccinated must wear a mask at all times when at a Motorola Solutions site or otherwise meeting with other Motorola Solutions employees or customers. Employees who have submitted proof of vaccination must follow site-specific or local mask requirements. Additionally, certain local governments or Motorola Solutions' customers may have vaccine requirements that apply to some of our employees.
Travel RequirementsUnder 10%
Referral Payment PlanNo
Our U.S. Benefits include:
- Incentive Bonus Plans
- Medical, Dental, Vision benefits effective Day 1
- 401K with Company Match and Day 1 vesting
- 9 Paid Holidays
- Generous Paid Time Off Packages
- Employee Stock Purchase Plan
- Paid Parental & Family Leave
- and more!
Motorola Solutions is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran's status, or, any other protected characteristic.