Mid-Market Account Executive – Cloud Software Sales

Motorola Solutions provides technologies that help protect people, property, and places and supports safer communities and organizations. The company is seeking a Mid-Market Account Executive to acquire and close new business with mid-sized hospital systems and utility organizations, build a qualified sales pipeline, manage forecasts, and quantify the business impact of replacing manual or legacy workflows with a unified digital safety ecosystem.

Responsibilities:

• Execute a high-velocity territory plan to build and maintain a consistent pipeline from scratch
• Identify and test prospective Champions to ensure they possess the influence and access to the Economic Buyer required to move a deal forward
• Maintain a 3x to 4x pipeline through a high volume of top-of-funnel activity, including strategic outreach and territory business reviews
• Maintain radical accountability over your sales funnel, providing accurate monthly, quarterly, and annual revenue forecasts through proactive ownership and total deal control
• Conduct targeted discovery to efficiently uncover and quantify the business impact of the 'Cost of Inaction' associated with a current manual or legacy workflows
• Days 1–30: Master the SaaS suite, achieve MEDDPICC internal certification, and build a list of 50+ regional healthcare and utility prospects in your territory
• Days 31–60: Initiate strategic outbound to Economic Buyers and lead discovery calls focused on illuminating the hidden risks of current manual hospital workflows
• Days 61–90: Build a 3x-4x qualified pipeline and gain verbal validation of business pain from at least two regional health systems or utility organizations

Requirements:

• Bachelor's Degree with 4+ years of sales experience
• 6+ years of sales experience
• Proven track record of managing and closing and 5-figure and low 6-figure ARR deals
• Expert-level mastery of the MEDDPICC qualification framework to strictly qualify and close 6 to 12-month sales cycles
• Skilled at converting technical pain into quantified business value for the Economic Buyer
• Exceptional executive presence to effectively engage with key hospital department heads and administrators
• High level of coach-ability with the courage to seek feedback and the adaptability to implement it instantly
• A high-ownership mindset that thrives on the challenge of cold-starting a territory by unseating entrenched competitors or overcoming the inertia of legacy workflows and manual processes