Channel Account Specialist - Government; Video​/Software

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.

NA Government Video and Software Channel Specialist – Central & West Region. Motorola Solutions is seeking an agile, impact-driven sales professional to accelerate portfolio growth and partner enablement across our Central and Western territories. This high-impact strategic role sits at the intersection of a Channel Account Manager and a Manufacturing Representative, driving sales growth, coverage, and readiness across our mission-critical video and software ecosystem.

As part of our collaborative team, you will work side by side with our partners to expand territory capabilities, boost pipeline velocity, and introduce advanced subscription-based licensing models. If you are passionate about pushing technical boundaries, exploring market curiosities, and helping first responders and enterprise leaders protect what matters most, you will find your purpose here.

• 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

• 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 representative
• Handle sensitive contract discussions, adjustments, and performance-based offboarding professionally

$115,000 - $125,000 USD

• 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…