Careers at Motorola Solutions

Mission

Motorola Solutions aims to provide reliable and effective products and services to the telecommunications and communications sectors.

Business segments

Motorola Solutions operates globally through two business segments:

  • Products, which is sub-divided into Devices – comprising the production and sale of two-way portable and vehicle mounted radios, accessories, and software features – and Systems – comprising the development and sale of central processing software, base stations, consoles, repeaters, and software applications; and
  • Services, which covers the provision of systems integration and optimisation services, software maintenance, and network monitoring solutions.

History

Motorola Solutions was created in 2011 as the legal successor to Motorola Inc when the Motorola Group divided its operations into two separate arms. As part of this process, the Company took on its new name, with Motorola Mobility spun off as a separate entity.

Motorola Solutions then comprised the former Government and Public Safety division, the enterprise mobility division, and the cellular infrastructure group of Motorola Inc.

The Company has since sold its cellular infrastructure business to Nokia Siemens Networks and its enterprise mobility business to Zebra Technologies for respective sums of $975 million and $3.45 billion. The Company has since focused on the development of its telecommunications and data communications production business.

Motorola Solutions’s shares are traded on the New York Stock Exchange under the ticker symbol MSI. The Company has a current market capitalisation of $12.01 billion.

Business model of Motorola Solutions

Customer Segments

Motorola Solutions’s customers primarily comprise government, public safety and first-responder agencies, municipalities, and commercial and industrial customers who operate private communications networks and manage a mobile workforce.

Motorola Solutions’s largest customer is the US government through multiple contracts with its various branches and agencies, including the armed services. The US government accounted for around 8% of the Company’s net sales in 2015. These government contracts are awarded via a competitive bidding process.

While Motorola serves customers worldwide – reporting net sales in North America, Latin America, Europe and Africa, Asia Pacific and the Middle East – the US continues to be its largest single market. In 2015 the US accounted for around 65% of the Company’s net sales.

Value Propositions

Motorola provides value to its customers through the quality and reliability of its products, its continual commitment to product development and innovation, and its technical support services.

The Company also has an established brand name, being part of a larger electronics manufacturing conglomerate, that is associated with efficient and reliable services.

Channels

Motorola Solutions operates a website at www.motorolasolutions.com, which provides customers with a great deal of information regarding the Company’s products and services. The Company’s sales and marketing model comprises a combination of direct sales through its own in-house sales team, which focuses primarily on larger accounts, and sales through Motorola Solutions’s channel partners.

Motorola Solutions operates a network of sales offices across the North America, Latin America, Europe, Asia Pacific, Africa and the Middle East. Its channel partners comprise independent dealers, distributors, and independent software vendors, each with their own sales organisations that extend the Company’s marketing reach. Motorola Solutions’s independent software vendors also offer customised applications that serve the individual needs of the Company’s customers.

Customer Relationships

While Motorola Solutions provides details of its products on its website, the Company does not operate a self-service online sales channel. Customer can, however, contact the Company’s sales teams directly, either over the phone or online through contact forms and live chat services, in order to discuss requirements and agree sales. Customers are also able to purchase products from authorised resellers.

Motorola Solutions provides ongoing support services to its customers after sales have been completed. This includes personalised support for customers’s technical issues via phone and email.

Additionally, Motorola Solutions keeps its customers updated with company developments through its Newsroom section, which comprises press releases and media contacts, as well as through its accounts with Facebook, Twitter, YouTube, and LinkedIn.

Key Activities

Motorola Solutions is a leading provider of communication infrastructure, devices, accessories, software, and related services. It operates through two business segments: Products and Services.

  • Its Products segment offers a portfolio of infrastructure, devices, accessories and software, while the Products segment has two product lines – Devices and Systems – which include two-way portable radios and vehicle-mounted radios, accessories, software and upgrades, central processing software, base stations, consoles, and repeaters.
  • Its Services segment provides a range of service offerings for government, public safety and commercial communication networks. The Services segment also includes integration services, managed and support services, and integrated digital enhanced network solutions.

Key Partners

Motorola Solutions partners with a number of companies. Its partners can largely be categorised into two groups:

  • Channel partners, comprising value added resellers, distributors, independent sales agents, as well as specialist companies that market and distribute Motorola Solutions products to US federal bodies and agencies; and
  • Application developers, which collaborate with the Company in developing customised applications with third-party integrations that aim to enhance Motorola Solutions’s offerings and increase the Company’s efficiency.

The Company’s channel partners and developer partners are managed via the PartnerEmpower program and the Developer Program respectively, through which they receive access to Motorola Solutions’s resources and tools. Among the Company’s partners are Pennine Telecom, DTS Solutions, IVS Technology Service, and Global Telecommunication House.

Key Resources

Motorola Solutions’s key resources are its technology and intellectual properties, its manufacturing and production network, its distribution and sales channels, and its personnel.

Patent protection is key aspect of the Company’s activities. As such, Motorola Solutions has a range of US and foreign utility and design patents relating to its products, systems, and technologies. Searches of the US Patent and Trademark Office identified a number of patent applications filed in the name of Motorola Solutions, including applications entitled ‘Bootstrapping secure connections for deployable networks’, ‘Hand-held control head’ and ‘Method and apparatus for in-channel interference cancellation’.

Cost Structure

Motorola Solutions incurs costs in relation to the research and development of its products, the production and distribution of its products, and the retention of its personnel. In 2015 the Company spent around $620 million on research and development.

Its most significant costs relate to selling and general administrations, comprising the payment of employee salaries and benefits and payment of rental fees and utilities across its global network of offices. These costs amounted to just over $1 billion in 2015.

There are also costs associated with Motorola Solutions’s participation in government tenders, which come with a number of compliance requirements.

Revenue Streams

Motorola Solutions generates revenue through the its two operating segments. This covers the delivery of stand-alone equipment or services, custom design and installation over a period of time, and bundled sales of equipment, software and services. The Company also licenses some of its patents to third-parties; this, however, does not represent a significant source of revenue.

Motorola Solutions recorded net sales of $5.7 billion in 2015, down slightly from the $5.9 billion recorded the previous year, which the Company attributed principally to foreign currency fluctuations. The Company’s Product segment accounted for the majority of sales, generating $3.7 billion in revenue, more than 70% of which came from the Company’s Devices sub-segment. Motorola Solutions’s Services segment recorded $2 billion in net sales for 2015.

Our team

Greg Brown,
Chairman and Chief Executive Officer

info: Greg has served as Chairman and Chief Executive Officer at Motorola Solutions since 2008, having previously served as the Company’s President and Chief Operating Officer. He first joined Motorola Solutions in January 2003 as a project manager. Outside of Motorola Solutions Brown serves as chair of the Federal Reserve Bank of Chicago and chairs Skills for Chicagoland’s Future. He is a member of the executive committee of the Business Roundtable, and is a board member of the Economic Club of Chicago, The Chicago Council on Global Affairs and The Chicago Club. Prior to joining Motorola, Brown served as Chairman and Chief Executive Officer of Micromuse from 1999 to 2003. Brown holds a bachelor's degree in Economics and an honorary doctorate in Humane Letters from Rutgers University.

Gino Bonanotte,
Executive Vice President and Chief Financial Officer

info: Gino has served as Executive Vice President and Chief Financial Officer at Motorola Solutions since 2013, having served for a short spell as the Company’s Acting Chief Financial Officer. Bonanotte joined Motorola in 1988 and has held a number of roles, with a principal focus on financial operations, including within including corporate financial planning, supply chain, strategy and market business development, mergers and acquisitions, and joint ventures. Prior to taking on the interim Chief Financial Officer role, he served for three years as Corporate Vice President of Finance. Bonanotte holds a bachelor’s degree in Business from Northern Illinois University and a master’s degree in Business Administration from the University of Chicago’s Booth School of Business.

Bruce Brda,
Executive Vice President of Products and Services

info: Bruce has served as Executive Vice President of Products and Services at Motorola Solutions since 2016. In this role he is responsible for overseeing the development of the Company’s communications device and systems portfolio, and managed and support services. He is a long-serving Motorola employee having joined the group in 1989. In his tenure of more than 25 years, he has held leadership roles in sales, engineering and business development across several of Motorola’s business units. Prior to joining Motorola, he worked as Director of Engineering at Dukane Corporation and as a design engineer at Northrop Corporation. Brda holds a bachelor’s degree from Southern Illinois University and a master’s degree from Illinois Institute of Technology.

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