Company Overview

At Motorola Solutions, we're guided by a shared purpose - helping people be their best in the moments that matter - and we live up to our purpose every day by solving for safer. Because people can only be their best when they not only feel safe, but are safe. We're solving for safer by building the best possible technologies across every part of our safety and security ecosystem. That's mission-critical communications devices and networks, AI-powered video security & access control and the ability to unite voice, video and data in a single command center view. We're solving for safer by connecting public safety agencies and enterprises, enabling the collaboration that's critical to connect those in need with those who can help. The work we do here matters.

Department Overview

This role reports into Motorola Solution’s Video Security & Access Control Division (VS&A). Motorola Solutions is defining the future of the security industry through innovative end-to-end-solutions and award-winning AI based surveillance systems. We are proud to be industry leaders in video solutions and analytics installed in more than 120 countries at thousands of customer sites, including school campuses, transportation systems, healthcare centers, public venues, critical infrastructure, prisons, factories, casinos, airports, financial institutions, government facilities, and retailers.

Job Description

The Director, Deal Desk is a highly visible role in the NA VS&A organization. The mission of the role is to make it easier to close deals faster with optimal economics (financials and contract terms). The Director will be responsible for increasing the efficiency and effectiveness of the deal governance processes.

This role will work closely with senior leadership and cross-functional partners. The role will provide data-driven insights and recommendations to drive improved business performance. The ideal candidate must have management experience and be used to operating as a player/coach. They must be equally as effective working with Motorola's executives and business partners as they are analyzing business data, developing insights, improving processes, and helping solve strategic business problems.

The Director manages the Deal Desk team responsible for handling the deal pricing governance process while working collaboratively with multiple departments and functions to get deal discounting and overall revenue and profitability related issues resolved.

Responsibilities

• Lead, recruit and develop a team of deal desk professionals, providing guidance, coaching and support to drive performance and achieve business goals

• Oversee the margin guidance and deal structuring advice based upon an understanding of overall deal bundle, business strategy, and competitive situation

• Provide strategic, holistic perspective on Motorola sales agreement value to the business; manage and make stakeholder recommendations for tradeoffs and negotiations during the agreement process

• Develop and own deal governance processes and provide insights and recommendations around key deal bottlenecks and process improvements

• Evaluate technology and tools for improved deal velocity

• Be comfortable making controversial decisions under pressure, with the ability to provide thoughtful, diplomatic rationale to manage objections; meet as needed with internal and external customers to negotiate or explain Motorola’s commercial positions

• Provide analysis on contract volume, deal cycle time, and revenue/margin improvement

• Quantify and report on the impact of process improvements 

• Support complex, high-volume deals, during key calendar cycles when required

• Conduct regular business reviews with team and key internal stakeholders to assess performance, and address challenges

• Responsible for adherence to and compliance with policy and procedures and maintenance of documentation of business processes, automate existing processes, and determine current and future functional requirements

Additional Skills

• Bachelor’s degree required, preferably in business management or a quantitative degree such as economics, finance, engineering, or mathematics. Master’s degree preferred. 

• 10+ years’ experience in deal desk management, general professional services or software bid review/approval, program/project management, consulting operations, pricing, or related work. 

• Minimum 5 years’ experience structuring, selling, and/or approving large and complex deals. Any equivalent combination of experience and training that provides the required knowledge, skills, and abilities needed to complete the major responsibilities functions of the position

• Mastery of corporate finance, revenue recognition, and pricing concepts

• Expert in complex sales agreement contracts

• Strong ability to comprehend and evaluate the business risk in contract language/commercial terms

• Expertise working with Salesforce CRM along with CPQ software required

• Comfortable working cross-functionally with organizational changes in a fast-moving environment

• Exceptional judgment in solving problems as well as identifying problems in advance and proposing solutions

• Ability to handle tough conversations and drive consensus on complex and difficult subjects

• Experience in project management and process documentation

• Strategic thinker with the ability to develop and execute effective sales strategies

• Analytical mindset with proficiency in sales forecasting, pipeline management, and performance analysis

• Advanced knowledge of the Google Suite (Gmail, Google Sheets, Google Docs, Google Slides) and Microsoft Office (Word, PowerPoint, with emphasis on Excel)

Basic Requirements

• Bachelor’s degree with 10+ years’ experience in deal desk management, general professional services, software services bid review/approval, program/project management, or consulting operations, pricing

Travel Requirements

10-25%

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 email [email protected].