Channel Account Manager (Northern California)

Motorola Solutions

2d•$100,000 - $110,000

About The Position

1Motorola Solutions is seeking a motivated and results-driven Channel Account Manager to join our team in Northern California - San Francisco Bay Area (Silicon Valley). 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.

Requirements

3+ years of sales experience
Candidate must live in the South Bay - Silicon Valley Area
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)
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.

Nice To Haves

2+ years of video security solutions sales experience - preferred
3+ years of customer-interfacing experience - preferred
Physical security solutions experience - preferred
Having an established client base in the assigned territory is a plus

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.