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. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future.
The Sr. Channel Director – Video Security & Access Control, leads regional channel strategy and execution, driving partner productivity, pipeline growth, and bookings performance across a multi-state region. This role owns development of a high-performing partner ecosystem aligned to Motorola Solutions’ go-to-market priorities and is accountable for achieving regional financial and operational targets through the channel. The Sr. Channel Director leads Regional Channel Directors (RCDs) and establishes a disciplined operating cadence focused on forecast accuracy, pipeline health, partner growth planning, and execution accountability. This leader works cross-functionally to align sales, marketing, operations, and product teams to accelerate partner-driven growth. This role will be responsible for leading the Channel Management teams covering the West Region (CA, NV, HI, OR, WA, AK, MT, ID).
Key Responsibilities
Own regional channel performance, including bookings, pipeline growth, and partner-sourced revenue
Lead and develop Regional Channel Directors through structured operating cadence, performance coaching, and execution accountability
Drive partner segmentation, tiering, and rationalization aligned to MSI go-to-market strategy
Develop and execute regional partner business plans with measurable growth objectives
Establish disciplined pipeline inspection and forecast management processes across the region
Identify and recruit high-potential partners to address geographic and vertical whitespace
Drive new logo acquisition through partner ecosystem expansion and enablement
Enforce deal registration governance and engagement standards to protect margin and reduce channel conflict
Optimize partner coverage and productivity across the region
Build executive-level relationships across strategic partners and industry influencers
Collaborate cross-functionally with sales overlays, marketing, operations, and product teams to drive coordinated execution
Leverage data and analytics to identify growth opportunities and underperforming areas
Anticipate market trends and align partner strategy to evolving VS&A portfolio priorities
Lead regional partner business reviews and performance tracking
Drive innovative programs to improve partner experience and accelerate growth
Specific Knowledge & Skills
7+ years of experience in one of the following: Sales, Channel Management or Partner Management experience
Seeking 3+ years of leadership experience
Bachelor’s degree preferred
Sustained record of high performance and quota achievement
Proven experience leading regional channel strategy and partner ecosystem growth
Strong financial acumen with demonstrated ownership of pipeline and bookings targets
Experience driving partner segmentation, performance management, and growth planning
Ability to lead cross-functional initiatives across sales, marketing, and operations
Data-driven decision making and performance accountability
Demonstrated ability to develop and lead high-performing teams
Strong executive communication and presentation skills
Experience working within complex channel ecosystems
Ability to travel extensively throughout the region
Candidates must be based in the West Region (CA, NV, HI, OR, WA, AK, MT, ID) with CA preferred
Target Base Salary Range: $130,000 - $150,000 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-JC
7+ years of Sales or Channel Management experience
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.
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