Channel Growth Manager: VS&A (West)

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. 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.

Department Overview

In 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 Requirements

Over 50%

Relocation Provided

None

Position Type

Experienced

Referral Payment Plan

No

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.