Distribution Channel Account Manager (DCAM), Strategic Accounts (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.

Reporting into the North America Fixed Video Pelco leadership, the Distribution Channel Account Manager - Strategic Accounts is a high-impact executive role designed to spearhead the evolution of our market presence. This leader will move beyond traditional distribution management to architect the strategic frameworks that align our most significant partners with Pelco's long-term vision. You will be the primary catalyst for business transformation within our strategic accounts, leveraging Pelco's decades of innovation to secure global market leadership.

We are looking for an authoritative leader who can navigate complex stakeholder landscapes, inspire cross-functional excellence, and deliver a profound impact on the trajectory of our Video Security & Access Control division.

Motorola Solutions is seeking a results-driven Strategic Account Manager to lead distribution channel expansion for our Pelco product portfolio. In this role, you will build strategic distributor partnerships, drive revenue growth, collaborate cross-functionally, and equip regional sales teams to capture market share across key accounts.

Responsibilities:

• Cultivate and maintain strong, long-term relationships with key distributor partners; accelerate the penetration of Pelco camera offerings and enhance our overall sales presence across the joint strategic account customers.
• Develop and implement comprehensive sales strategies with distribution to achieve revenue targets and market expansion goals within assigned strategic accounts.
• Collaborate cross-functionally with internal stakeholders, including sales operations, marketing, and product development teams, to effectively support distributor activities and strategic account customer needs.
• Conduct regular business reviews with distributors to assess performance of strategic accounts, identify opportunities, and address challenges.
• Provide product training, sales support, and other operational assistance to distributor sales teams and strategic accounts on Pelco Products.
• Monitor and analyze sales performance metrics, competitor activities, and strategic account customer feedback
• Responsible for increasing Strategic Partner spend with Pelco
• Work with and educate North American Pelco Sales Team members on how to engage with the Strategic Partner effectively and with maximum result, identifying key end-users; equipping team with resources to engage with contacts quickly and effectively in a manner that will result in Pelco differentiation, market leadership, and subject matter expertise that will help close deals
• Create, nurture and respond to sales opportunities and close sales orders within assigned strategic account
• Create, manage, and maintain sales pipelines with assigned strategic accounts
• Participate in developing training materials
• Create a positive work environment and utilize team-building skills with other team members

Qualifications:

• Bachelor's degree in Business, Marketing, or a related field
• Experience managing distributor relationships and driving channel sales growth.
• Demonstrated experience in building business relationships with channel partners, integrators and 3rd party technology providers.
• 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
• Excellent analytical, verbal and written communication skills
• Time management skills are required, and candidates must have the ability to manage multiple priorities in a complex, fast-paced environment
• Self-motivated, results-driven with a strong sense of urgency
• Willingness…