Channel Account Manager - job 1 of 2

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. Our critical communications, video security and command center technologies support public safety agencies and enterprises alike, enabling the coordination that’s critical for safer communities, safer schools, safer hospitals and safer businesses. Connect with a career that matters, and help us build a safer future.

Department Overview

Motorola Solutions (NYSE: MSI) is a global leader in mission-critical communications and analytics.


At Motorola Solutions, we create technologies our customers refer to as their lifeline. Our technology platforms in communications, software, video and services help our customers work safely and more efficiently. Our technology platforms in mission-critical communications, command center software and video security & analytics, bolstered by managed & support services, make cities safer and help communities and businesses thrive. At Motorola Solutions, we are ushering in a new era in public safety and security.


Avigilon, a Motorola Solutions company, designs, develops, and manufactures video analytics, network video management software and hardware, surveillance cameras, and access control solutions. Avigilon's solutions have been installed at thousands of customer sites, including school campuses, transportation systems, healthcare centers, public venues, critical infrastructure, prisons, factories, casinos, airports, financial institutions, government facilities, and retailers.

Job Description

Motorola Solutions is seeking a motivated and results-driven Channel Account Manager to join our team in Virginia. In this role, you will be responsible for managing and growing relationships with our channel partners, driving revenue through partner channels, and expanding market reach. You will play a key role in identifying new channel opportunities, enabling partners, and ensuring mutual success. This position requires a blend of sales, relationship management, and strategic planning skills.

Responsibilities:

•  Partner Relationship Management:

  • Build and maintain strong, long-lasting relationships with channel partners

  • Serve as the primary point of contact for assigned partners, addressing their needs and concerns

  • Facilitate regular meetings, business reviews, and joint planning sessions

• Channel Development & Enablement:

  • Identify, recruit, and onboard new partners to expand the partner ecosystem

  • Provide training and resources to enable partners to effectively sell and support Motorola Solutions

  • Collaborate with partners and key work partners to develop go-to-market strategies, marketing initiatives, and sales campaigns

• Revenue Growth & Target Achievement:

  • Develop and execute strategic plans to achieve sales targets and expand the partner network

  • Monitor and report on channel performance metrics, forecasting, and pipeline management

  • Drive revenue growth through joint sales activities and co-selling efforts with partners

• Cross-Functional Collaboration:

  • Work closely with internal sales, marketing, and product teams to align partner strategies with company goals

  • Provide market and partner feedback to inform product development and competitive positioning

• Compliance & Performance Management:

  • Ensure partners adhere to contractual agreements, compliance requirements, and brand guidelines

  • Conduct performance reviews and recommend corrective actions if necessary

  • 3+ years of sales experience

  • 2+ years of video security solutions sales experience - preferred 

  • 3+ years of customer-interfacing experience - preferred

  • Physical security solutions experience - preferred

  • Candidate must live within territory

  • Strong technical acumen and ability to speak towards our products and solutions

  • Ability to accurately forecast revenue on a weekly, monthly, quarterly, and annual basis

  • Proven record of achievement in delivering sales results and developing collaborative relationships

  • Strong understanding of our go-to-market strategy and sales philosophy is required

  • Time management skills are required, and candidates must have the ability to manage multiple priorities in a complex, fast-paced environment

  • Functional understanding of Microsoft and Google Apps, especially Excel/Sheets

  • Exceptional presentation skills required

  • Ability to travel weekly to territory (~70% of territory travel)

  • Having an established client base in the assigned territory is a plus

  • Strong understanding of indirect sales models and channel ecosystems

  • Excellent interpersonal, communication, and negotiation skills

  • Ability to develop and execute partner enablement programs

  • Strong analytical and problem-solving abilities

Target Base Salary Range: $85,000 - $95,000 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

• 3+ years experience in Technical Sales, Channel sales or Security Solution Sales

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!

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.

We’re committed to providing an inclusive and accessible recruiting experience for candidates with disabilities, or other physical or mental health conditions. To request an accommodation, please complete this Reasonable Accommodations Form so we can assist you.