Sean Eriksen
Area Sales Manager - States Of Tennessee & Alabama
Lebanon
Summary
Driven Area Sales Manager with a strong competitive sales drive, adaptability and perseverance. Well-honed listening skills and problem-solving attitude to uncover needs and overcome objections to close sales and achieve goals within multiple assigned territories. Successfully motivates and develops sales teams in results-driven and customer-focused environments with positive attitude towards achievement.
Spearheaded high-volume sales across multiple product sleeves with proactive and ambitious approaches. Natural leader with relationship- and team-building expertise devoted to developing staff members, acquiring new customers and closing valuable sales deals. Bringing 15+ years of Motorola experience in various sales and product roles to now leading one of the highest grossing territories at Motorola Solutions.
Overview
15
15
years of professional experience
Work History
Area Sales Manager - States of Tennessee & Alabama
Motorola Solutions
09.2022 - Current
- Managed a seven person sales team exceeding both orders and revenue quota for 2022 and 2023. 2023 orders finished at 118% (192M of 162M Plan), 103% Revenue, and overall finished 216M on a 204M plan. One of only 2 ASM's in the Southeast Region to make and exceed plan.
- Manage complex state procurement contracts and local procurement contracts, discount percentages, products supported for agencies across both states.
- Collaborating with lobbyists to further our mission at the state and local level with specific technology & introducing new solutions at state and local level.
- Expanded market share through effective prospecting, lead generation, and negotiation skills through partnerships with sales overlay teams and manufacture representatives.
- Managed 7 person sales team exceeding both orders and revenue quota. Orders finished at 118% (192M of 162M Plan), 103% Revenue, and overall finished 216M on a 204M plan. One of only 2 ASM's in the region to not only make, but exceed plan.
- Manage complex state procurement contracts and local procurement contracts, discount percentages, products supported for agencies across both states.
- Collaborating with lobbyists to further our mission at the State level in Alabama and furthering the expansion of the TACN Statewide system.
- Expanded market share through effective prospecting, lead generation, and negotiation skills throughout Alabama leveraging ARPA funding and enhanced customer relationships.
- Managed complex deals across portfolio with account managers, overlays for state and local agencies.
- Exceeded metrics on margin on subscriber and system deals, while being able to grow grassroots and business year over year.
- Analyzed market trends and competitor activity to identify new business opportunities and areas for growth.
- Established strong relationships with key clients, resulting in increased customer retention and satisfaction.
- Educating sales teams on continuing use of different funding sources for procurement, sole source avenues and expanding the technology ecosystem.
- Managed complex deals across portfolio with account managers, overlays for state and local agencies.
- Exceeded metrics on margin on subscriber and system deals, while being able to grow grassroots and business year over year.
- Analyzed market trends and competitor activity to identify new business opportunities and areas for growth.
- Established strong relationships with key clients, resulting in increased customer retention and satisfaction.
Senior Account Manager - State of Kentucky
Motorola Solutions
1 2019 - 12.2022
- Responsible for growing our non core business across Kentucky, utilizing multiple resources, overlays and providing Motorola’s assistance to areas overlooked in previous account manager tenure
- Growing Motorola’s presence in CAD and software sales, along with positioning our mobile video solutions as a front runner in the in car, body worn, and LPR space throughout the state
- Demonstrated year over year $4M dollar growth each year from 2019 to present with 2021 finishing at over 67M on a 20M FAST quota and 20M SPT Quota. 2022 secured sole source mobile video statewide contract for Kentucky State Police at over 6.1M.
- Sales area covered 15 counties including City of Louisville, Jefferson County & Kentucky State Police among other state agencies
- Responsible for growing 5 existing Motorola ASTRO Regional systems expanding their capabilities and responsible for phased build of the Kentucky State Police Statewide 7/800 System
- Responsible for 36M sole source statewide Phase 2 ASTRO System for Kentucky State Police via statewide contract procurement method
- Sold complete MSI portfolio within City of Louisville including NITRO LTE Services, P1 CAD, P1 Mobile, Command Central Aware, MACH Alert FSA Expansion, APX Portable & Mobile Subscribers
- Managed Kentucky Master Agreement Pricing Contract at state level, procurement inquiries from agencies all over Kentucky expanding the entire portfolio including services to be offered on state contract method to avoid timely bids
- Conduct trainings on products to account managers & our partners to sell our products effectively
- Responsible for starting the process of flipping at 10+ year Harris customer in City of Evansville, Vanderburgh County, Indiana with radio, leading mobile video consideration from Utility.
- Responsible for implementing Critical Connect and Smart Connect on State of Indiana IPSC system during 2020
- Worked through multiple bid processes, even in some cases helping write specifications, even when projects would be bid, establishing strong ground game with UBI, TBI & EBI members of the project
- Successfully able to unseat both Kenwood and Harris in long term competitive accounts.
- Increased revenue for the company through strategic upselling and cross-selling initiatives.
- Mentored junior account managers, fostering their professional growth and skills development within the company.
- Developed deep knowledge of customer businesses and relationship to company objectives.
- Expanded market share by identifying new business opportunities and securing high-value & competitive accounts.
Territory Subscriber Specialist - Central Region
Motorola Solutions
04.2016 - 01.2019
North America ASTRO Demo Program Business Manager
Motorola Solutions
11.2015 - 04.2016
Programming Software Business Manager
Motorola Solutions
04.2015 - 04.2016
Inside Sales Account Manager
Motorola Solutions
08.2014 - 04.2015
Strategic Sales Support Lead
Motorola Solutions
06.2013 - 08.2014
Direct Sales & MR Channel Partner Support
Motorola Solutions
04.2011 - 06.2013
Systems Support Center
Motorola Solutions
09.2010 - 04.2011
Customer Care Services / Account Manager
Motorola Solutions
08.2009 - 09.2010
Education
Bachelor of Science - Organizational & Corporate Communications
Northern Illinois University
Dekalb, IL 05.2001 -
Skills
- Sales Team Leadership & Supervision
- Territory Management
- Sales Presentations
- Relationship Building
- Competitor Analysis
- Sales Training
- Pipeline Management
- Key Account Growth
- Contract Negotiations
- Client Relations
- Effective Communication
Professional References
- Jay Burla, Motorola Solutions, Territory Vice President, Territory 5 South, jburla@motorolasolutions.com
- Jeff Ashton, Motorola Solutions, Senior Account Manager | Southern California, jeff.ashton@motorolasolutions.com
- Jason Weihrich, Motorola Solutions, Senior Software Sales Account Manager, Florida, jason.weihrich@motorolasolutions.com
Accomplishments
2021 Territory 5 South Salesperson of the Year
2021 CEO Circle Award
Q1 - 2015 Inside Sales Top Dollar Award
Q1 - 2015 Inside Top Sales
Q2 - 2013 Galvin Master Support Person of the Quarter
Timeline
Area Sales Manager - States of Tennessee & Alabama
Motorola Solutions
09.2022 - Current
Territory Subscriber Specialist - Central Region
Motorola Solutions
04.2016 - 01.2019
North America ASTRO Demo Program Business Manager
Motorola Solutions
11.2015 - 04.2016
Programming Software Business Manager
Motorola Solutions
04.2015 - 04.2016
Inside Sales Account Manager
Motorola Solutions
08.2014 - 04.2015
Strategic Sales Support Lead
Motorola Solutions
06.2013 - 08.2014
Direct Sales & MR Channel Partner Support
Motorola Solutions
04.2011 - 06.2013
Systems Support Center
Motorola Solutions
09.2010 - 04.2011
Customer Care Services / Account Manager
Motorola Solutions
08.2009 - 09.2010
Bachelor of Science - Organizational & Corporate Communications
Northern Illinois University
05.2001 -
Senior Account Manager - State of Kentucky
Motorola Solutions
1 2019 - 12.2022
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