Director - Channel Growth & Partner Strategy

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

Motorola Solutions (NYSE: MSI) is a global leader in mission-critical communications and analytics.

At Motorola Solutions, we create technologies our customers refer to as their lifeline. Our technology platforms in communications, software, video and services help our customers work safely and more efficiently. Our technology platforms in mission-critical communications, command center software and video security & analytics, bolstered by managed & 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.

Avigilon, a Motorola Solutions company, designs, develops, and manufactures video analytics, network video management software and hardware, surveillance cameras, and access control solutions. Avigilon's 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.

Job Description

The Director of Channel Growth & Partner Strategy – North America is responsible for driving scaled partner revenue by aligning inside channel sales, partner programs, and channel operations into a single, high-performing ecosystem.

This leader will oversee the Inside Channel Account Manager (iCAM) organization, while also owning the strategy, execution, and optimization of North America channel programs, partner incentives, and operational frameworks that enable partner growth at scale.The role requires a strategic operator who can blend sales leadership, partner strategy, and operational rigor to drive partner engagement, accelerate revenue, and improve the efficiency of the partner ecosystem.

This leader will work cross-functionally with field sales, distribution partners, marketing, customer success, renewals, and operations teams to deliver a seamless partner experience and unlock scalable growth.

Key Responsibilities:

Channel Strategy & Partner Operations

• Define and execute the North America channel strategy aligned with corporate growth priorities.

• Drive programs and initiatives that accelerate partner activation, productivity, and revenue growth.

• Identify opportunities to scale partner engagement through inside channel coverage models.

• Align strategy with field sales leadership to ensure a “one-face-to-the-partner” experience.

• Leverage partner data and analytics to inform program optimization and partner segmentation.

• Oversee channel operational processes that support the partner ecosystem, including partner onboarding, program management, and operational governance.

• Partner with operations and technology teams to improve partner tooling, data visibility, and process efficiency.

• Drive operational discipline across partner programs, ensuring consistency, scalability, and accountability.

• Develop dashboards and reporting frameworks that provide clear insight into partner performance and program impact.

Inside Channel Sales

• Lead and develop the North America Inside Channel Account Manager (iCAM) team responsible for supporting partner relationships and driving revenue through the channel.

• Establish clear performance expectations, revenue targets, and partner engagement models.

• Ensure the iCAM organization operates as a force multiplier for the field sales organization.

• Drive partner pipeline generation, enablement, and deal progression through inside channel coverage.

• Build a culture focused on accountability, collaboration, and partner success.

Specific Knowledge & Skills:

Experience

• 12+ years of experience in channel sales, partner strategy, operations or sales leadership.

• Proven success leading inside sales or partner sales organizations.

• Experience building and executing channel programs and partner engagement strategies.

• Strong background in operational leadership, program management, or sales strategy.

• Experience working in a complex partner ecosystem with distributors, resellers, and strategic partners.

Skills

• Strategic thinker with strong execution and operational discipline.

• Ability to influence across sales, operations, marketing, and executive leadership.

• Strong analytical mindset with the ability to leverage data to drive decisions.

• Exceptional leadership and team-building capabilities.

• Strong communication skills with the ability to align large cross-functional organizations.

Target Base Salary Range: $150,000 - $200,000 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

• 12+ years experience in one of the following: Channel Sales, Partner Strategy, Operations or Sales Leadership

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!

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.