Integrated Sales & GTM Manager - Silent Sentinel

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

The Silent Sentinel Global Sales team is responsible for driving international sales of Silent Sentinel’s market-leading long-range thermal and electro-optical camera technologies. As a specialized unit within Motorola Solutions, this team focuses on delivering ruggedized, high-specification surveillance systems designed for the world’s most challenging environments. We partner with government agencies, defense prime contractors, and critical infrastructure operators to provide end-to-end integrated solutions—including Counter-UAS (C-UAS), border security, and maritime monitoring—that empower customers to detect threats and secure operations at extreme ranges.

Job Description

This is a UK based role which is primarily remote but the selected candidate will be expected to travel onsite to our Ware office a number of times a month.

Silent Sentinel is pivoting from a standalone camera manufacturer to a provider of end-to-end electro-optical intelligence solutions for Border Security, Coastal Surveillance, and Counter-UAS markets. We are seeking a strategic Integrated Sales Manager to operationalize our Go-to-Market (GTM) strategy, close critical competitive intelligence gaps, professionalize our internal forecasting and portfolio management processes, and rationalize/develop processes for sold projects that require system integration (coordination of multiple entities in SI, Sales, Services, Pricing and 3rd party).

The Silent Sentinel Integrated Sales & GTM Manager will serve as the vital link between Engineering, Sales, and Supply Chain, ensuring our high-specification Jaeger and Aeron platforms are commercially viable, competitively priced, and integrated seamlessly into complex defense ecosystems.

Key Responsibilities

1. Go-to-Market & Competitive Strategy

• Competitive Intelligence (CI): Establish a robust CI function to address current gaps. Conduct deep-dive benchmarking against key competitors to inform pricing, feature sets, and positioning strategies.

• Pricing Strategy: Own and maintain competitive pricing references and quoting tools. Solve current inconsistencies in global pricing to ensure profitability across direct and channel sales, specifically for complex government tenders.

• Operationalize GTM: Lead the commercial launch of new solution bundles by defining value propositions that move the portfolio "up-market" to compete with high-end defense units rather than commodity security cameras.

2. Portfolio Management 

• Process Improvement: Professionalize internal processes for demand planning and forecasting to mitigate "chicken and egg" supply chain dilemmas, particularly for long-lead items like Germanium lenses and cooled thermal cores.

• SKU Rationalization: Work with product management to streamline the product catalog to reduce manufacturing complexity while maintaining the flexibility required for custom defense projects.

• Roadmap Alignment: Bridge the disconnect between Product Engineering and Sales to ensure development priorities align with immediate revenue opportunities and customer delivery timelines

3. Operations & System Integration Process Rationalization

• Cross-Functional Coordination: Orchestrate the operational workflow across multiple delivery entities, serving as the central link between Sales, Systems Integration (SI), Services, Pricing, and Supply Chain. Ensure that "sold" projects have a validated path to delivery that aligns technical scope with commercial margins.

• Pre-to-Post Sales Handover: Close the critical gap between Pre-Sales specification and Post-Sales commissioning. Establish formal "handshake" processes to ensure customer expectations set during the bid phase are technically viable for the SI and Site Installation teams to execute.

• Integration Coordination: Act as the commercial lead for the "Integrated Solutions" initiative. Coordinate the packaging of Silent Sentinel optics with third-party radars , C2 software, and communications to create turnkey nodes for Drone Wall and Border Security projects.

• Third-Party & Vendor Management: operationalize the integration of third-party technologies into the MSI delivery ecosystem. Coordinate with procurement and engineering to manage vendor dependencies, lead times, and compatibility testing before projects reach the deployment phase.

4. RFP & Tender Support:

• Lead the technical and commercial scoping for major RFPs. Ensure proposals are technically compliant and commercially sound.

5.  Sales Enablement & Channel Support

• Channel Definition: Clarify and operationalize the channel strategy, defining which partners and integrators are qualified to sell complex Jaeger platforms versus standard Aeron units.

Basic Requirements

• Strategic Mindset: Proven ability to transition products from "hardware-only" sales to "integrated solution" sales, understanding the complexities of third-party sensor fusion (Radar, RF, AI).

• Operational Discipline: Experience managing complex product lifecycles, improving forecasting accuracy, and navigating supply chain obstacles

• Technical Aptitude: Ability to translate complex engineering constraints into clear commercial value propositions for non-technical stakeholders.

• Operational Process Development: Demonstrated experience in rationalizing complex service delivery or system integration processes. Ability to document and standardize workflows that involve multiple internal departments (SI, Services, Sales).

• Matrix Management: Proven ability to coordinate execution across matrixed organizations, managing stakeholders in Pricing, Services, and Engineering who do not report directly to you but are critical to project delivery.

• Industry Experience: Understanding of the surveillance, defense, or critical infrastructure markets. Familiarity with thermal imaging technologies (LWIR/MWIR) and electro-optical systems is highly preferred.

In return for your expertise, we’ll support you in this new challenge with coaching & development every step of the way. Also, to reward your hard work you’ll get:

• Competitive salary and bonus schemes

• Two weeks of additional pay per year (holiday bonus)

• 25 days holiday entitlement + bank holidays  

• Attractive defined contribution pension scheme

• Private medical insurance

• Employee stock purchase plan

• Flexible working options

• Life assurance  

• Enhanced maternity and paternity pay

• Career development support and wide-ranging learning opportunities

• Employee health and wellbeing support EAP, wellbeing guidance etc

• Carbon neutral initiatives/goals

• Corporate social responsibility initiatives including support for volunteering days

• Well-known companies discount scheme
 

We are an equal opportunities employer and we want you to have every opportunity to shine and show us your talents, please let us know if there is anything we can do to make sure the process works for you. We celebrate diversity and are committed to creating an inclusive environment for all employees

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Travel Requirements

Under 10%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

No

Company

Motorola Solutions UK Limited

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.