Channel Account Manager (Federal)

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

The Federal Channel Team focuses on building business relationships and overseeing sales processes between Motorola Solutions and its Reseller Channel Partners. Its core function involves synchronizing sales, financial, legal, and technical support between MSI and these partners. Additionally, the team is responsible for developing long-term business strategies and implementing short-term operational plans designed to boost brand recognition and increase sales through indirect channel routes.

Job Description

We are looking for a high-energy, strategic Channel Account Manager to join our Federal team. In this role, you will be the primary bridge between Motorola Solutions and our valued Federal resellers, acting as a true partner to help them navigate various complexities within the Federal sales cycle. You will not only oversee existing relationships but also act as a catalyst for growth by identifying new market opportunities and scaling our partner programs.

This is a role for a proactive communicator who thrives on responsiveness and customer satisfaction. You will be responsible for the end-to-end orchestration of channel activities—from training and onboarding to driving demand generation. Your work will directly impact our mission by expanding the reach of our life-saving technology through a robust and capable partner network.

Responsibilities:

• Provide overall relationship management and serve as the central point of contact for named Federal Channel Partners

• Oversee and optimize channel partner operations by tracking operational key performance indicators (KPIs) and managing deal registration workflows

• Coordinate and conduct comprehensive sales training to facilitate seamless partner onboarding and long-term success

• Identify and recruit new federal reseller partners in key markets through detailed market analysis and strategic outreach

• Collaborate with internal teams to help define and scale the optimal channel partner program for the federal sector

• Provide timely and ongoing deal support to the Sales Organization to help close complex opportunities

• Oversee the coordination of fulfillment activities to help to ensure customer satisfaction and operational excellence

• Analyze market trends to provide insights that help to provide a competitive edge for our partners

Qualifications:

• Bachelor's degree with 2+ years of experience in Sales, Channel Operations, Channel Account Management, or Channel Sales Partner Development

• Legal authorization to work in the U.S. indefinitely is required. Employer work permit sponsorship is not available for this position.

• Proven record of success at progressive levels within a technology-focused organization strongly preferred

• Strong ability to build trust and maintain long-term professional relationships with external stakeholders

• CRM Proficiency to manage partner data and track sales opportunities

• Strategic Communication to influence partner leadership and drive collaborative initiatives

• Problem-Solving to resolve complex channel conflicts or operational hurdles

• Program Scaling to help build and refine channel partner programs in a fast-paced environment

Location/Travel:

• Mostly onsite position at Linthicum, MD location. Requirement of 4 days in office per week.

• Must be willing to travel up within assigned territory 10-20% of the time

Target Base Salary Range: $75,000 - $85,000 USD

On Target Earnings: $123,750 - $140,250 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

• Bachelors Degree with 2+ years of experience in Sales, Channel Operations, Channel Account Management, Channel Sales Partner Development

• Legal authorization to work in the U.S. indefinitely is required. Employer work permit sponsorship is not available for this position.

Travel Requirements

10-25%

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.