Sales Support Analyst

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 the North America Video Security & Access Control Sales & Portfolio Manager. Motorola Solution’s Video & Access Control Division (VS&A) is defining the future of the security industry through innovative end-to-end-solutions and award-winning AI based surveillance systems. Artificial Intelligence is transforming the world and our team is advancing the field as it applies to the surveillance industry. We are proud to be industry leaders in video analytics with products like Appearance Search and Unusual Motion Detection along with our cloud service platform. Our video solutions have been 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 Sales Support Analyst is responsible for analyzing sales data and providing insights to help guide sales strategy. A key responsibility of the Sales Support Analyst is as a Bid Desk specialist. This role facilitates all pricing and internal bid programs to support the NA VS&A Sales Organization margin and revenue growth goals by offering the best and most competitive price to NA VS&A partners and channel on products carried. The Bid Desk Specialist applies special pricing scenarios through ongoing communication with Sales, Procurement, Purchasing, Accounting and Finance. The Bid Desk Specialist is required to be proficient in fundamental Bid Desk processes and CRM tools. In addition, contribute towards key strategic initiatives across multiple areas of activity comprising a broad portfolio of bid and promotional programs.

Responsibilities:

• Review and Evaluation: The bid desk specialist is responsible for reviewing and evaluating the price exception request. The review and evaluation involves
  • Justification: Is the request valid and well-justified? What are the reasons for the price adjustment?
  • Impact: What is the financial impact of the price exception? How will it affect the overall profitability of the project or campaign?
  • Precedence: Have similar price exceptions been granted in the past? What are the company's policies on price adjustments?
  • Alternative Solutions: Can the desired outcome be achieved without a price exception? Are there other cost-effective solutions available?
• Channel Price Exceptions (LOU Process). Coordinate the process to approve Price Exceptions requested by the VS&A Sales team, including but not limited to:
  • Coordinate meetings before every quarter starts, with all Territory leaders to define and discuss the LOUs for the quarter
  • Ensure compliance with approval and authorization policies.
  • Liaise with the Finance team to understand cost structure.
  • Calculate gross margin (GM) for equipment lists
  • Ensure that pricing and gross margin information is kept confidential and distributed only in accordance with policy
  • Analyze email requests from sales, and based on historic prices, GM, cost, product positioning in the market, provide a response before a formal LOU is submitted - negotiate with sales in order to avoid margin erosion
  • Analyze and approve LOUs, being able to simulate scenarios, use gross margin and historic data on quantities and prices to make a decision
  • Keep track of all prices approved in the past on the country / distributor level, and use that information for future approvals
  • Deal with pressure from sales to reduce prices and avoid margin erosion, being able to negotiate with the sales team better prices
• Proposal management, per needed basis for other proposals for Enterprise Account Sales Managers per request from VS&A CVP
  • Responsible of running scenarios for P&L of individual projects consolidating costs and equipment lists from presales engineering, post sales groups, third party quotes, financial costs and all related sources
  • Responsible for tracking approval process and to document all the pricing activities according to audit requirements
• Market Research: The bid desk specialist researches industry benchmarks and competitor pricing to ensure our pricing is market competitive.
• Negotiation: The bid desk specialist is involved in negotiating on pricing, explaining to Sales teams the rationale behind the cost and highlighting the value of the proposed solution.
• Documentation: They document the price exception request, the approval process, and the final agreement, ensuring transparency and accountability.
• Data Analysis: The bid desk specialist's responsibility in pricing for projects focuses on ensuring accurate cost estimates, developing competitive pricing to win, and aligning pricing with project scope and client expectations. Their expertise in cost analysis, negotiation, and proposal development contributes to winning projects and delivering profitable projects. Liaise with the Finance team to understand cost structure.
• Real-Time Adjustments: Bid desk specialists use historical and real-time data to constantly adjust discounting, optimizing performance and ensuring the best possible value for our customers
• Optimizing Bid Rates: They leverage their knowledge of industry benchmarks, platform capabilities, and negotiation skills to optimize bids across the business

Basic Requirements

• A minimum of 2 years of related experience in sales support, deal registration, regional partner/channel programs, channel operations, deal desk or related sales role(s)
• Bachelor's degree
• Understanding of sales process deal registration at technology, software or services company
• Ability to handle multiple projects in a fast-paced environment while paying excellent attention to detail Strong verbal and written communication skills
• Familiarity with CRM (Customer Relationship Management) tools (ie. SFDC)
• Excellent organizational skills
• Demonstrated analytical skills.
• Proficient in English, both written and verbal.
• Problem-solving and dispute-resolution abilities.

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Travel Requirements

None

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

Yes

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 ohr@motorolasolutions.com.