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.

Department Overview

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.

Job Description

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 to travel up to 80% of the time. Travel is throughout North America

Target Base Salary Range: $105,000 - 110,000 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.

#LI-LD

Basic Requirements

• 3+ years of related experience in Video Security or Technology industry

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.