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Northern Europe Channel Pre-Sales Support Engineer

Gouda, Netherlands, Netherlands

Posted: 10-Aug-2017

Ref#: 12345707450

Company Overview :


On any given day, every moment matters to someone, somewhere. And every moment, Motorola Solutions’ innovations, products and services play essential roles in people’s lives. We help firefighters see around buildings and police officers see around street corners. We keep utility workers connected and visible to each other with real-time voice and data communication across the smart grid. And we provide the situational awareness first responders need when a moment brings catastrophe. We help people be their best in their moments that matter.


Department Description :


EMEA Product Go-To-Market

Job Description :


The primary objective of this role is to support the Motorola Solutions (MSI) Channel Partners in Belgium; the Netherlands; Iceland; Norway; Denmark; Sweden and Finland (otherwise known as Northern Europe) to maximise sales revenue and market share.
Based in the MSI regional office in Gouda Netherlands (or any suitable location) this role will provide technical pre-sales support to MSI Value Added Distributors (VAD) and Value Added Resellers (VARs) in Northern Europe.

1.     Main Duties                                                                                                                  

1.1.  Channel Partner Presales Support

Working closely with the regional MSI channel sales team, this role provides MSI’s Channel Partners with guidance on product selection; documentation and all aspects of system design and configuration across the full portfolio of solutions sold through the channel.
The product portfolios currently sold through MSI’s Channel Partners include:

  • MOTOTRBO™ subscribers; infrastructure; applications and accessories.
  • Small TETRA systems (namely Dimetra™ Express; Dimetra™ IP Micro and Dimetra™ IP Compact) applications and subscribers.
  • LTE devices; accessories; applications and systems.
  • Licence-free PMR446 radios and accessories

1.2.  Vertex Standard Technical Support

This role is also responsible for providing technical support (pre- and post-sales) to Channel Partners who sell the Vertex Standard product portfolio.

1.3.  Channel Partner Technical Training

This role is partially responsible for supporting the delivery of technical training to Channel Partners across the region upon request from, and in close collaboration with MSI’s Learning organisation. Working closely with this team, they will support the creation of technical training material and assist, when needed with translation into a local language.

1.4.  Voice of the Customer Support

This role is also partially responsible for supporting Voice-Of-Customer (VOC) activities with Channel Partners and end-customers – working closely with MSI’s Go-To-Market (GTM) team to ensure the product portfolios are fit for purpose thereby maximising sales and market share.
VOC activities would include supporting formal VOC interview sessions with Channel Partners and end-customers to gather feedback and requirements for new product development; a collection of new product requirements on an ad-hoc basis while engaging with Channel Partners and end-customers on a day-to-day basis.


1.5.  Channel Partner Event Support

Working closely with the regional channel sales team, this role is responsible for supporting channel partner events and meetings where technical product demonstrations and presentations are required. This would also involve manning exhibition booths at industry events and meeting prospective customers.

1.6.  Channel Partner Post-Sales Support

This role may occasionally be required to assist the Motorola Service Desk with on-site support when requested and deemed appropriate. For example when a problem needs to be observed first-hand and technical data needs to be extracted from the system.

2.     Extent of contact with internal and external individuals

Excellent communications are absolutely critical to the success of this role. The Pre-Sales Support Engineer must be able to communicate effectively at all levels within diverse external and internal organisations.
Examples of people who the Pre-Sales Support Engineer will regularly liaise with include:

  • End customers - supporting Channel Partners with pre-sales (and occasional post-sales) technical support.
  • Channel Partners – providing pre-sales (and occasional post-sales) technical support. Supporting events and delivering technical training.
  • Business Partners - third-party suppliers, application developers and contractors.
  • Senior Management – escalating channel partner and customer issues, supporting business tactical decisions, etc.
  • Sales Staff – supporting the MSI EMEA channel sales team to maximise sales revenues and market share.
  • EMEA GTM team – working closely with the regional Go-To-Market team to ensure MSI has the appropriate products to drive growth.
  • Learning Organisation – work closely with the Learning organisation to support creation and delivery of technical training and product knowledge.
  • Service Personnel – work closely with MSI’s Service organisation to resolve post-sales issues when on-site support is required.

3.     Authority to Decide

The Northern Europe Channel Pre-Sales Support Engineer is responsible for the following decisions:

  1. Prioritising allocation of own time and Motorola resources to maximise sales revenues and market share.
  2. Defining the optimal solution to meet channel partner and end-customer technical system requirements.
  3. Identifying the most effective and efficient solutions to resolve channel partner and end-customer technical queries. Deciding when escalation is necessary to expedite problem resolution.
  4. Supporting MSI Channel Account Managers (CAMs) to identify channel partner training requirements.


Basic Requirements :


The Channel Pre-Sales Support Engineer should meet the baseline requirements listed in the following profile:

  • Educated to a recognised tertiary level with an electronics/telecommunications engineering qualification.
  • Minimum 5 years’ experience in the two-way radio, telecommunications or IT industries.
  • Technical expertise in two-way radio communications systems.
  • Practical experience with MOTOTRBO radio systems as well as knowledge of TETRA and LTE is preferable.
  • Proven experience in a technical support role.
  • Technical training experience and competency.
  • Team player – ability to work within (and in some cases manage) cross-functional teams will be an essential skill.
  • A self-motivated and results-orientated approach is important together with a commitment to continuous improvement.
  • Although this is a technical role, there is a need for some sales skills.
  • The experience of working with channel-sales is preferred.
  • Good communication skills – written, oral and presentations.
  • Fluency in English is required as well as a regional language.
  • Ability to travel in the above region for up to 50% of working time.
  • Flexibility to support MSI’s Channel Partners outside normal working hours when necessary.


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