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 OverviewIn our video security and access control (VS&A) portfolio, we develop and manufacture video analytics, network video management software and hardware, surveillance cameras, and access control solutions. Motorola’s Avigilon Unity, Alta, and Pelco 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.
At Motorola Solutions, we create technologies our customers refer to as their lifeline. Our technology platforms in mission-critical communications, command center software, and video security and analytics, bolstered by managed and 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.
Job Description
We are seeking a dynamic and results-driven Channel Growth Manager who will help lead and execute the strategic vision for our VS&A partner channel. In this role, you will identify high-value "white space" opportunities by geography and vertical, aggressively targeting top-tier partners for strategic fit, growth potential, and competitive displacement.
You will be responsible for the full lifecycle of expansion from strategic targeting through adoption. Working in close partnership with our regional channel leaders, you will ensure seamless alignment on both strategy and execution. This role is critical in expanding our partner ecosystem, driving revenue growth, and ensuring long-term business success through strategic partnerships. The ideal candidate will possess a strong understanding of partner recruitment, enablement, and relationship management.
Responsibilities:
Partner Recruitment & Expansion
Identify and evaluate "white spaces" in the market across key geographies and verticals to pinpoint market leaders and high-potential targets
Lead comprehensive recruitment efforts with these targeted partners to aggressively expand the company’s market reach and displace competitors
Build and manage a robust pipeline of prospective partners through data-driven research, direct cold outreach, and industry networking.
Articulate the comprehensive value proposition to prospective partners, demonstrating the strategic and financial benefits of partnering with Motorola Solutions
Partner Activation & Adoption
Oversee the commercial "Activation" of new partners, driving them to quote and book their first projects within their first 90 days.
Provide targeted sales enablement, tools, and resources to ensure partners can effectively position the solution against competitors immediately
Develop scalable "Launch Playbooks" in partnership with Channel Operations to streamline the path to revenue for new accounts
Strategic Market Planning
Develop and execute specific territory growth strategies, analyzing market trends to identify high-growth regions and vertical gaps (e.g., Education, Healthcare)
Monitor competitor activity and channel incentives to refine our value proposition and inform the broader channel strategy
Collaboration & Handoff
Work in lockstep with Regional Channel Directors (RCDs) and Territory Managers to ensure a seamless handoff of activated partners into the field ecosystem
Collaborate with Channel Marketing to design "air cover" campaigns that generate inbound interest from high-value prospects
Performance Tracking & Reporting
Establish and track leading indicators (Pipeline created, First Meeting booked) to measure the health of the recruitment engine
Provide regular, data-driven reporting on recruitment velocity and "Slip/Gain" analysis to the Director of Channel Growth
Maintain rigorous data hygiene in the CRM (Salesforce) to ensure accurate forecasting of new partner revenue
Specific Knowledge/Skills:
Bachelor’s degree in Business/Marketing or equivalent experience preferred
Minimum 5 years of experience in channel management, partner recruitment, or sales
Proven track record of recruiting and enabling successful channel partners
Strong understanding of indirect sales models, partner ecosystems, and channel dynamics
Exceptional communication, negotiation, and presentation skills
Data-driven mindset with the ability to analyze trends and make informed decisions
Proficient in CRM tools (e.g., Salesforce) and partner management systems
Strategic thinking and business acumen
Strong interpersonal and relationship-building skills
Self-motivated and goal-oriented with the ability to work independently
Flexibility to adapt to a fast-paced, dynamic environment
Collaborative mindset to work effectively with cross-functional teams
Target Base Salary Range: $95,000- $110,000 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
5+ years experience in one of the following: Sales, Channel Management or Partner Recruitment
Travel RequirementsOver 50%
Relocation ProvidedNone
Position TypeExperienced
Referral Payment PlanNo
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.
