Key Account Manager - Defense Sector
At a glance
Mid-level Account Management role at Motorolasolutions. Warsaw · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Shape long-term revenue plans by tracking defense trends, building pipelines, and taking proposals through contract award
- Earn trust with senior military leaders and decision-makers, turning defense requirements into clear solution proposals
- Develop procurement-network relationships and advocates across the Polish defense buying process
- Guide business plans, negotiations, revenue impact, and internal coordination around strategic priorities
What you bring
- A university degree plus substantial sales experience or active military service background
- Public-sector experience, ideally including defense purchasing or sales and Polish defense procurement frameworks
- Strong knowledge of Polish Army structures, military programs, and the current defense landscape
- Fluent Polish, professional English, and eligibility to obtain Polish national security clearance
Who this fits
You’ll suit a senior commercial role serving Polish defense stakeholders, combining consultative selling with complex procurement and contract work. The position is based in the Greater Warsaw Area and involves twenty-five to fifty percent travel. An active ABW or SKW clearance at Poufne level or above is preferred, while the role requires the ability to obtain and retain Polish clearance.
From the employer
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
At Motorola Solutions, everything starts with safety. Our technology ecosystem unites voice, video, software, and services to build safer communities, safer schools, and safer organizations. We are guided by our mission of "Solving for safer" so that when moments matter, our customers are at their best.The Sales organization drives strategic growth by partnering with government entities, military institutions, critical infrastructure providers and public safety organizations. We bring state-of-the-art mission-critical communications and security technology helping to provide reliable infrastructure and operational success across complex domains.
Job Description
At Motorola Solutions, we believe that everything starts with our people. We are 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. Connect with a career that matters, and help us build a safer future.
We are seeking a high-performing Senior Defense Account Director to drive strategic sales initiatives and cultivate high-level relationships within the Polish defense sector. In this role, you will be responsible for defining commercial strategies, leading complex sales cycles, and bringing Motorola Solutions’ advanced technology portfolio to life for national defense stakeholders.
Basic Requirements
University degree
Extensive sales experience or active military service experience
Solid experience within public sector; defense sales/purchasing experience will be a strong asset
Ability to obtain and maintain a Polish national security clearance administered by state security agencies (ABW/SKW)
Location: Greater Warsaw Area
Preferred Qualifications:
Active ABW or SKW national security clearance at the Poufne level or higher
Key responsibilities:
Commercial Strategy & Pipeline Growth: Drive long-term revenue and lead the full commercial life cycle by evaluating defense trends, generating opportunity pipelines, and managing proposals to contract award.
Executive Engagement & Solution Advocacy: Build trusted partnerships with senior military leadership and key decision-makers, translating complex defense needs into compelling solutions across the procurement landscape. Build network relationships and build strong advocates for Motorola Solutions across the procurement landscape
Commercial Governance & Cross-Functional Leadership: Oversee business plans, negotiations, and P&L impact while aligning internal teams to execute strategic priorities.
Job Requirements:
Defense & Public Sector Procurement experience to navigate complex procurement frameworks, government regulations, and defense sector acquisitions;
Domain Expertise to demonstrate deep understanding of Polish Army structure, military programs dynamics, and current sector landscape
Consultative Solution Selling to drive multi-layered sales opportunities in complex business and mission-critical technology markets
Commercial Acumen to manage commercial risk, oversee revenue performance, and guide contract negotiations effectively
Language Proficiency to demonstrate excellent command of Polish and professional proficiency in English across written and spoken communication
Stakeholder Engagement to build and maintain trust-based relationships across all levels, starting from users and influencers up to the senior military leaders and government procurement officials
Strategic Leadership to align internal resources, direct proposal processes, and influence executive stakeholders toward collaborative solutions
Travel Requirements
25-50%
Relocation Provided
None
Position Type
ExperiencedReferral Payment Plan
NoCompany
Motorola Solutions Systems Polska Sp.z.o.oEEO 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.
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