I work for Motorola Solutions as a Sales Engineer and am part of the EMEA Channel Sales Team. It's very difficult to describe what I do in one sentence but I guess one could describe me as a technical professional who plays an important role in the sales process. One could also say that my primary responsibility is to bridge the gap between the technical aspects of a product or service and the needs of potential customers.

With almost thirty years of Motorola experience, I have deep technical knowledge about how Motorola Solutions is solving for safer - (specifically MOTOTRBO; WAVE PTX; BWV and Orchestrate) and can therefore communicate and demonstrate the value of these to customers. In others words, despite having the word sales in my job title, I see my role as helping customers instead of trying to sell them something.

I work closely with Channel Partners and their customers in Eastern Europe (shaded green in the above map), to understand their specific needs; requirements, and challenges. by doing so, I can provide expert advice and guidance, helping customers identify the best solution that aligns with their technical and business objectives.

I regularly conduct product demonstrations and presentations to showcase how Motorola Solutions can solve their challenges or meet their needs. I help Channel Partners highlight the technical capabilities and benefits of the solution and address any technical questions or concerns that may arise.

In some cases, I will help design and propose solutions that address specific technical challenges. Often this requires me to collaborate with the customer and internal teams to ensure the proposed solution is feasible and meets expectations. Often this goes together with RFP processes and my role is to ensure our Channel Partner has the winning bid from a technical standpoint.

I also provide technical support to the Channel Account Managers I work with. I assist them with responding to technical queries, validating bill of materials and technical documentation as well as collaborating with other departments to ensure a smooth sales process.

I have good relationships with key stakeholders, including Channel Partners, Application Developers, 3rd Party Vendors and internal teams. I think I can regard myself as a trusted advisor, nurturing long-term relationships and ensuring customer satisfaction.

I do my best to keep up to date with industry trends, emerging technologies, and competitor offerings. I am continuously improving my  technical knowledge and expertise to effectively position Motorola Solutions in the market.

Overall, a sales engineer combines technical expertise with sales skills to understand customer needs, provide technical solutions, and drive the sales process forward. They serve as a crucial link between customers and the organization, ensuring that the right technical solutions are delivered to meet customer requirements.

Apart from my formal skills and education, I am also a certified Motorola R56 auditor; have a LEAN Six Sigma Green Belt and consider myself to be a Deming Disciple. I also have some Project Management training but generally don't run projects myself (but can if needed).

Prior to joining Motorola, I spent several years as a Field Technician and worked in a number of manufacturing facilities, producing all kinds of electronic equipment. I've also done a fair bit of work as a Technical Trainer and Technical Writer.

What about technical support?

While the majority of Motorola Solutions products go in without any problems, there are occasions where something doesn't work as expected. While I can help with configuration questions, solving the more complex technical problems is carried out by a different team.  

This means that if you have a technical problem with an already installed radio system or product, I will need to call in some help from my technical support colleagues. If you work for a Reseller Partner, your Distributor will be able to help you. If you work for a Distributor or Platinum Partner, the contact details will have been communicated to you.

When it comes to installation and configuration, there is some grey area, so if you are a Motorola Solutions Reseller in one of the above countries, please contact your Channel Account Manager if you think my input is needed. 

Which countries am I responsible for exactly?

My colleagues and I are part of the EMEA Channel Sales Team. I am responsible for channel technical support in Eastern Europe. This includes the following countries:

• Poland

• Czechia

• Slovakia

• Hungary

• Romania

• Bulgaria

• Serbia

• Slovenia

• Croatia

• Bosnia Herzegovina

• Montenegro

• Albania

• Kosovo

• Macedonia

• Turkiye

I have several counterparts who do the same as me and look after customers in other parts of the EMEA region (countries shaded blue).

My counterparts and I constantly strive to delight customers through a commitment to quality and service excellence. We make dealing with Motorola Solutions easier for our partners; facilitate sales and increase satisfaction while making Motorola Solutions position understandable and our appearance more professional.

What is meant by Reseller Partners?

Motorola Solutions in some cases does not sell directly to businesses and consumers. Instead, we work with locally based companies, with proven expertise in all aspects of radio; access control and video solutions, known collectively as Channel Partners.
The term channel refers to product sales through Motorola Solutions' dealership network. These companies are made up of Distribution Partners and Reseller Partners. A Reseller Partner will usually buy equipment and services from a Distribution Partner (a.k.a. Distributor) and, if they meet certain criteria, they can also buy directly from Motorola Solutions. More information on this topic can be found on Motorola Solutions' website.

For larger; more complex projects, Motorola Solutions will engage directly with the government organisation in question. I have nothing to do with these projects/customers as there are other people who take care of this. These projects are typically based on LTE; TETRA and P25 technology.

There is also another team who work with Channel Partners selling our fixed video portfolio. I have a good working relationship with the team in our region since there is some overlap in what we do - especially when it comes to products like Orchestrate; Radio Alert and others.

What I don't do

In terms of LMR, TETRA and P25 (Astro) are handled by a different team and although I know some stuff, I'm certainly not an expert on these two technologies. If you need help with either of these, the best I can do is to point you to someone else who can help.

Fixed video (CCTV) is also managed by another team but I can help when needed.

There are others like me, who work for Motorola Solutions in other parts of the world and do the same kind of work. There are also dedicated support technicians who can help fix problems if/when something doesn't work. In some cases I will need to refer you to one of them.

For larger, more complex projects, Motorola Solutions will deliver a turnkey solution to the organization in question. I have almost no involvement with these customers and projects.

My email address