Motorola Solutions

Channel Account Specialist - Government (Video/Software)

Motorola Solutions$115K — $125K *
US-Anywhere
+ 9 other locationsRemote
Education, Government & Non-Profit
Less than 5 years of experience
Job Overview by Ladders

Qualifications

  • Bachelor's Degree with 4+ years of experience in Sales, Project Management, Customer Success, Marketing, Public Safety, or Military, or 8+ years in a relevant field.
  • Familiarity with video security technologies to convey complex features to engineers effectively.
  • Direct experience in government technology procurement at state, local, or federal levels.
  • Strong background in field enablement, channel sales training, or strategic partner recruitment.
  • Ability to identify and address structural gaps in reseller networks.
  • Capability to create scalable technical enablement programs for partners.
  • Proficiency in managing sensitive contract negotiations professionally.

Responsibilities

  • Accelerate channel orders and revenue growth for video and software solutions within government verticals.
  • Analyze regional pipeline data to identify and resolve bottlenecks alongside partners.
  • Promote sustainable SaaS adoption through recurring revenue strategies.
  • Recruit and optimize channel partners to maximize market penetration.
  • Evaluate underperforming partners for potential optimization or relationship termination.
  • Identify market trends to recruit specialized technical partners to fill coverage gaps.
  • Design and implement training programs to enhance partner understanding of complex video and software capabilities.

Benefits

  • 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!
Full Job Description

Department Overview

NA Government Video and Software Channel Specialist - Central & West Region
Job Description

Motorola Solutions is seeking an agile, impact-driven sales professional to accelerate portfolio growth and partner enablement across our Central and Western territories. This high-impact strategic role sits at the intersection of a Channel Account Manager and a Manufacturing Representative, driving sales growth, coverage, and readiness across our mission-critical video and software ecosystem.

As part of our collaborative team, you will work side by side with our partners to expand territory capabilities, boost pipeline velocity, and introduce advanced subscription-based licensing models. If you are passionate about pushing technical boundaries, exploring market curiosities, and helping first responders and enterprise leaders protect what matters most, you will find your purpose here.

Responsibilities: 

  • Accelerate channel orders and revenue growth for video offerings, software solutions, and subscription-based licensing models within state and local government verticals

  • Analyze regional pipeline data to identify velocity bottlenecks and co-develop strategic sales plays with partners

  • Champion recurring revenue models to transition the territory network toward sustainable SaaS adoption

  • Oversee the recruitment of new partners and systematically modify existing channel territories to maximize market penetration

  • Identify underperforming channel partners and manage the strategic optimization or cancellation of those relationships in collaboration with internal stakeholders

  • Analyze market trends to uncover coverage gaps within the government reseller network and proactively recruit specialized technical partners

  • Design and execute robust enablement plans to thoroughly educate partner sales and engineering teams on complex video and software capabilities

  • Collaborate with internal state and local sales overlay teams to map out network capabilities and bridge technical gaps

  • Coordinate with the internal CMO organization to deploy brand-aligned channel marketing assets that boost partner engagement

Qualifications:

  • Bachelors Degree with 4+ years of experience in Sales, Project Management, Customer Success, Marketing, Public Safety, Military 

  • OR 8+ years of experience in Sales, Project Management, Customer Success, Marketing, Public Safety, Military 

  • Familiarity with video security portfolio knowledge to interpret and communicate complex hardware, analytics, and software capabilities to technical partner engineers is a plus

  • Experience working directly within the state, local, or federal government technology procurement ecosystem

  • Strong foundational background in field enablement, channel sales training, or strategic partner recruitment

  • Observe, evaluate, and identify structural gaps within a multi-tiered reseller network

  • Build and implement technical enablement programs that scale partner sales capabilities

  • Ability to navigate relationships smoothly between internal sales overlays, external resellers, and manufacturing representative

  • Handle sensitive contract discussions, adjustments, and performance-based offboarding's professionally

Target Base Salary Range: $115,000- $125,000 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.

#LI-KF2


Basic Requirements

  • Bachelors Degree with 4+ years of experience in Sales, Project Management, Customer Success, Marketing, Public Safety, Military 

  • OR 8+ years of experience in Sales, Project Management, Customer Success, Marketing, Public Safety, Military 


Travel Requirements

25-50%
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!

About Motorola Solutions

Motorola provides products, technologies, and services for mobile, wireline digital communication, information, and entertainment applications. Its product portfolio includes smartphones operating on the Android operating system, feature phones, media tablet devices, wireless accessories, and more. Its range of smartphone products includes the Moto X first generation, Moto X second generation, Moto G first generation, Moto G second generation, and more. It is also the manufacturer of Moto 360, a smartwatch that provides services such as notifications, updates, and other related features. It also provides monitors, cordless phones, applications, and accessories such as cases, wireless headsets, wireless speakers, and more. In addition, it provides multimedia content, including video, voice, messaging, and cloud-based and Internet-based applications and services to multiple screens such as mobile devices, televisions, media tablets, and personal computers. Its Medios service platform enables service providers to deliver content on devices. Motorola is based in Chicago, Illinois. It primarily sells its products in the United States, China, Brazil, and Singapore. Motorola currently operates as a subsidiary of Google Inc.

Motorola Solutions Careers

Join the dynamic team at Motorola Solutions today and be part of a company renowned for its relentless innovation, leadership in technology, and a commitment to professional excellence. As a global leader in communications and electronics, Motorola Solutions offers unparalleled job opportunities designed to empower your career growth and development. Work You’ll Do At Motorola Solutions, you will collaborate with a diverse team of experts who are at the forefront of technological innovation and public safety solutions. Our work impacts lives, ensuring safety and security for communities around the world. You will be part of a culture that values diversity, equity, and inclusion, and where every team member’s contribution is valued. Lead in Innovation and Technology Motorola Solutions is not just about radios and hardware; we are at the cutting edge of software solutions, AI, and data analytics. By joining our team, you will work on groundbreaking projects that redefine how public safety communicates in the digital age. Your work will help develop smart solutions that keep people safe and businesses thriving. Grow Your Career With Motorola Solutions, your career trajectory is boundless. We offer a variety of professional development and leadership training programs to help you hone your skills and advance within the company. From internships to full-time positions, Motorola Solutions is committed to nurturing talent and fostering an environment where innovation thrives. Benefits and Culture Our employees enjoy a competitive package of benefits that supports their life and well-being. These include health, vision, and dental insurance, employee assistance programs, and flexible working arrangements. At Motorola Solutions, we believe in maintaining a work-life balance that fosters both personal and professional growth. Join Our Team Explore the numerous employment opportunities at Motorola Solutions. Whether you are a seasoned professional or a recent graduate, we have positions ranging from engineering to marketing, sales to project management. We are hiring individuals who are passionate, curious, and ready to drive change. Networking and Professional Development Motorola Solutions values networking and connections within the industry. We encourage our employees to engage in various professional groups and forums to enhance their networking skills and industry knowledge. This engagement is pivotal in fostering a collaborative environment and sparking innovation within our teams. Internship Programs Our internship programs offer a robust introduction to the world of public safety solutions and communications technology. Interns at Motorola Solutions gain hands-on experience, working alongside seasoned professionals and participating in projects that make real-world impacts. Stay Connected Join the Motorola Solutions career community to stay updated on new job openings, company news, and industry developments. Tailor your job search with our career tools and get tips on crafting the perfect resume and acing your interview. Search Motorola Solutions Jobs Ready to start your journey with Motorola Solutions? Search open positions that match your skills and interests. We are looking for individuals who are driven, creative, and ready to make a difference. Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Job Alert Emails Personalize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. Discover the exciting and rewarding career opportunities that await at Motorola Solutions.
Learn more about Motorola Solutions
Size
18,700 employees
Market Cap
$42.7 billion
Industry
Net Income
$949 million
Founded
1928
5 Year Trend
+6.2%
Revenue
$7.4 billion
NASDAQ

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