Sales Manager (Defense & Critical Infrastructure)
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
Motorola Solutions is a global leader in mission-critical technologies for public safety and national defense. By extending its legacy in land mobile radio with an expansive video security and AI analytics portfolio-spanning Avigilon, Pelco, and the rugged, long-range threat detection of Silent Sentinel-alongside advanced mesh networking (MANET) and RF intelligence.. By integrating intelligent visual awareness with the ability to control unmanned systems via secure data, we enable agencies to operate in contested, infrastructure-less environments.Job Description
We are seeking a Sales Manager to drive revenue by selling an integrated, cutting-edge ecosystem of mission-critical technologies-including tactical radio communications (HF/MANET/RF), long-range video surveillance, and AI analytics. You will be the primary driver for hunting new opportunities and closing complex contracts with Ministries of Defense (MINDEF), maritime security agencies, and critical national infrastructure accounts.
Key Responsibilities
- Drive Revenue & Close Deals: Own and execute the sales cycle from prospecting to contract closure to consistently meet or exceed sales targets.
- Ecosystem Tactical Selling: Pitch and sell integrated solutions, shifting the customer conversation from standalone products to complete ecosystems (combining mesh networking, tactical radio, and high-definition video analytics).
- Target Account Penetration: Win strategic projects within the military (Army, Navy, Air Force), border/coastal security agencies, and critical national infrastructure sectors (Transport, Oil & Gas, and Power Utilities).
- Pipeline & Forecast Management: Maintain an aggressive sales pipeline and provide accurate monthly sales forecasts to regional leadership.
- Tenders & Bid Management: Lead the preparation of technical proposals, competitive quotes, and point-to-point bid responses for major government and commercial tenders.
- Influence Specifications: Engage directly with customer Technical Working Groups and specialized System Integrators (SIs) to shape technical requirements ahead of formal tenders.
Basic Requirements
- 10+ Years of Technical Sales Experience: A proven track record of high-performance sales targeting Ministries of Defense, maritime security agencies, and major Government-Linked Companies (GLCs).
- Domain Expertise: Deep technical fluency in tactical communications, C4I architectures, or advanced video surveillance and analytics.
- An Active Network: An established, active network of contacts among regional defense procurement officers, critical infrastructure enterprises, and defense System Integrators (SIs).
- Regional Experience: Proven experience navigating long, complex procurement cycles in Malaysia and as a bonus across Southeast Asia (specifically, Thailand, Vietnam, and the Philippines).
- Mobility: Willingness and ability to travel regularly across the region on short notice (up to 50% travel).
- Education: Bachelor’s Degree or Engineering Degree in relevant field.
Core Skills Required
- Exceptional negotiation, high-stakes presentation, and deal-closing skills.
- The "Hunter" mindset-resilient, self-motivated, and comfortable navigating multi-layered government procurement.
- Ability to collaborate effectively in a matrixed global organization.
Travel Requirements
25-50%Relocation Provided
NonePosition Type
ExperiencedReferral Payment Plan
YesEEO 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.