Sr. Channel Director - Video Security & Access Control (West Coast)

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.

Job Description

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.

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Basic Requirements

• 7+ years of Sales or Channel Management experience

Travel Requirements

Over 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.