Channel Account Specialist – Government, Video/Software

🕒 June 16

🌵 Arizona, California, +2 more states – Remote

🌵 Arizona – Remote 🏄 California – Remote 🌽 Illinois – Remote ☕ Washington – Remote

💵 $115k - $125k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍🔧 Technical Account Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Motorola Solutions

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1928

🔐 Security

📡 Telecommunications

🏢 Enterprise

Security • Telecommunications • Enterprise

Motorola Solutions is a company that provides a comprehensive safety and security ecosystem, offering technology solutions to protect people, property, and places. The company specializes in critical communications, video security systems, command center solutions, and managed & support services. Their products include mission-critical P25 radios, professional DMR radios, broadband devices, and video security systems powered by AI analytics. Motorola Solutions serves various industries, including public safety, education, healthcare, law enforcement, and more, with a focus on enhancing operational efficiency and response in critical situations. They are committed to delivering solutions that help their customers stay connected, communicate clearly, and act with certainty in the harshest conditions.

📋 Description

• Accelerate channel orders and revenue growth for video offerings, software solutions, and subscription-based licensing models within state and local government verticals • Analyze regional pipeline data to identify velocity bottlenecks and co-develop strategic sales plays with partners • Champion recurring revenue models to transition the territory network toward sustainable SaaS adoption • Oversee the recruitment of new partners and systematically modify existing channel territories to maximize market penetration • Identify underperforming channel partners and manage the strategic optimization or cancellation of those relationships in collaboration with internal stakeholders • Analyze market trends to uncover coverage gaps within the government reseller network and proactively recruit specialized technical partners • Design and execute robust enablement plans to thoroughly educate partner sales and engineering teams on complex video and software capabilities • Collaborate with internal state and local sales overlay teams to map out network capabilities and bridge technical gaps • Coordinate with the internal CMO organization to deploy brand-aligned channel marketing assets that boost partner engagement

🎯 Requirements

• Bachelors Degree with 4+ years of experience in Sales, Project Management, Customer Success, Marketing, Public Safety, Military OR 8+ years of experience in Sales, Project Management, Customer Success, Marketing, Public Safety, Military • Familiarity with video security portfolio knowledge to interpret and communicate complex hardware, analytics, and software capabilities to technical partner engineers is a plus • Experience working directly within the state, local, or federal government technology procurement ecosystem • Strong foundational background in field enablement, channel sales training, or strategic partner recruitment • Observe, evaluate, and identify structural gaps within a multi-tiered reseller network • Build and implement technical enablement programs that scale partner sales capabilities • Ability to navigate relationships smoothly between internal sales overlays, external resellers, and manufacturing representatives • Handle sensitive contract discussions, adjustments, and performance-based offboarding's professionally.

🏖️ Benefits

• 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!