Business Development & Field Innovation Manager

Department Overview

Our Applied Technology organization puts some of Motorola Solutions' brightest minds on unique, highly challenging projects. Based on decades of experience with our customers, we apply leading-edge technologies to support security and safety throughout the world. We engineer our products from start to finish and manufacture them in-house.

We're known for low volume and high capability with focused specialization in areas including software-defined radios, advanced antenna solutions, artificial intelligence and machine learning, reverse engineering, cybersecurity, signals intelligence and more. We can't tell you much more about what we do, but we can tell you it's amazing.

About the role

Motorola Solutions Applied Technology is seeking a forward-thinking, technically grounded Business Development & Field Innovation Manager to drive growth and market expansion across our Go-To-Market (GTM) portfolio. Unlike traditional sales or business development positions, this role bridges business strategy, hands-on field engagement, customer-led innovation, and cross-portfolio technology integration.

You will focus on scaling field service engineering capabilities, establishing formal funded customer-facing training programs, leading tactical field demonstration events, and channeling frontline operational feedback into next-generation Internal Research & Development (IR&D) requirements.

In this role, you will work directly with defense and mission-critical end customers, field service representatives (FSRs), Business Development and product development engineering teams across Motorola Solutions and its family of companies.

Key Responsibilities

• Field Service Engineering Expansion & Paid Experiments
• Drive Paid Field Experiments: Develop strategies to convert pilot projects, trials, and tactical experiments into revenue-generating, customer-funded field evaluations.
• FSR Team Collaboration: Partner closely with Field Service Representatives (FSRs) to identify new operational use cases, test environments, and field validation scenarios for mission-critical technology.
• Operational Validation: Oversee field testing and validation of Motorola Applied Tech equipment in complex, contested, or harsh operational environments to prove real-world capability.
• Technical Enablement & Training Development
• Manufacturer Training Program: Establish, launch, and manage a standardized manufacturer training curriculum for end customers and technical operators across all Applied Tech GTM products.
• Enablement Ecosystem: Build training pipelines that improve customer adoption, increase product proficiency, and generate recurring service/training revenue streams.
• Sales Enablement & Strategic Field Events
• Tactical Demonstrations: Lead, organize, and execute high-impact funded field events, live operational demonstrations, and customer capability exercises designed to accelerate sales pipelines.
• Customer-Centric Innovation: Work alongside defense and government end users during field events to capture real-time operational pain points, feedback, and unfulfilled mission needs.
• IR&D Alignment & Cross-Company Integration
• Requirements Translation: Bridge customer operational feedback directly to engineering teams to draft strategic requirements for future IR&D projects.
• Cross-Portfolio Integration: Drive joint solutioning and cross-development across the broader Motorola Solutions defense portfolio-integrating technologies from Silvus Technologies (tactical MIMO radios), D-Fend Solutions (counter-UAS systems), CRFS (spectrum monitoring & RF intelligence), and Applied Tech.
• Defense Strategy Alignment: Act as a central point of contact to harmonize defense customer needs and mission objectives across all Motorola Solutions business units.
• Expanded Paid Field Programs: Consistent growth in customer-sponsored field evaluations and paid engineering trials.
• Scalable Training Ecosystem: A fully operational manufacturer training program that drives customer self-sufficiency and recurring revenue.
• Engineering-to-Market Synergy: Direct line of sight from customer field observations to funded IR&D concepts and integrated cross-company product roadmaps.
• Strong Defense Relationships: Positioned as a trusted technical advisor to defense end-users and tactical operators.

Required Qualifications & Background

• Education & Experience: Bachelor's degree in Engineering, Systems Engineering, Business, or a related technical discipline (or equivalent military/operational experience) with 7+ years of experience in technical business development, field service engineering, systems integration, or operational technology deployment within the Defense / DoD sector.
• Hands-On Technical Aptitude: Comfort operating and testing tactical communication, RF, EW, or counter-UAS hardware in the field.
• Defense & Federal Domain Expertise: Deep understanding of military operational concepts, defense acquisition processes, and mission-critical communication requirements.
• Cross-Functional Leadership: Proven track record of translating complex customer mission needs into actionable technical requirements for engineering teams.
• Clearance: Active US Security Clearance (or eligibility to obtain one) is required.

Preferred Skills & Attributes

• Experience working directly with tactical communications, MANET systems, RF spectrum monitoring, or counter-drone technology (experience with Silvus, D-Fend, or CRFS hardware is a major plus).
• Demonstrated ability to create technical curriculum or conduct operator-level training.
• Entrepreneurial mindset with an ability to thrive in non-traditional BD roles that require both strategic thinking and field-level execution.
• Exceptional communication skills with the ability to build consensus across multi-company matrix organizations.

#AppliedTech #LI-JM2

Target Base Salary Range

$168,800 - $207,600 USD

Consistent with Motorola Solutions values and applicable law, we provide the following information to promote pay transparency and equity. Pay within this range varies and depends on job-related knowledge, skills, and experience. The actual offer will be based on the individual candidate.

Basic Requirements

• Bachelor's degree in Engineering, Systems Engineering, Business, or a related technical discipline (or equivalent military/operational experience) with 7+ years of experience in technical business development, field service engineering, systems integration, or operational technology deployment within the Defense / DoD sector.

Travel Requirements

• Over 50%
• Relocation Provided
• None
• Position Type
• Experienced
• Referral Payment Plan
• Yes

Our U.S. Benefits include

• Incentive Bonus Plans
• Medical, Dental, Vision benefits
• 401K with Company Match
• 10 Paid Holidays
• Generous Paid Time Off Packages
• Employee Stock Purchase Plan
• Paid Parental & Family Leave
• and more!