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Channel Account Specialist - Government (Video/Software)

June 17, 2026

<h2>Company Overview</h2>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.<h2> Department Overview</h2>NA Government Video and Software Channel Specialist - Central & West Region<h2> Job Description</h2>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.Responsibilities: <ul><li>Accelerate channel orders and revenue growth for video offerings, software solutions, and subscription-based licensing models within state and local government verticals</li><li>Analyze regional pipeline data to identify velocity bottlenecks and co-develop strategic sales plays with partners</li><li>Champion recurring revenue models to transition the territory network toward sustainable SaaS adoption</li></ul><ul><li>Oversee the recruitment of new partners and systematically modify existing channel territories to maximize market penetration</li><li>Identify underperforming channel partners and manage the strategic optimization or cancellation of those relationships in collaboration with internal stakeholders</li><li>Analyze market trends to uncover coverage gaps within the government reseller network and proactively recruit specialized technical partners</li></ul><ul><li>Design and execute robust enablement plans to thoroughly educate partner sales and engineering teams on complex video and software capabilities</li><li>Collaborate with internal state and local sales overlay teams to map out network capabilities and bridge technical gaps</li><li>Coordinate with the internal CMO organization to deploy brand-aligned channel marketing assets that boost partner engagement</li></ul>Qualifications: <ul><li>Bachelors Degree with 4+ years of experience in Sales, Project Management, Customer Success, Marketing, Public Safety, Military </li><li>OR 8+ years of experience in Sales, Project Management, Customer Success, Marketing, Public Safety, Military </li><li>Familiarity with video security portfolio knowledge to interpret and communicate complex hardware, analytics, and software capabilities to technical partner engineers is a plus</li><li>Experience working directly within the state, local, or federal government technology procurement ecosystem</li><li>Strong foundational background in field enablement, channel sales training, or strategic partner recruitment</li><li>Observe, evaluate, and identify structural gaps within a multi-tiered reseller network</li><li>Build and implement technical enablement programs that scale partner sales capabilities</li><li>Ability to navigate relationships smoothly between internal sales overlays, external resellers, and manufacturing representative</li><li>Handle sensitive contract discussions, adjustments, and performance-based offboarding's professionally</li></ul>Target Base Salary Range: $115,000- $125,000 USDConsistent 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-KF2<h2> Basic Requirements</h2><ul><li>Bachelors Degree with 4+ years of experience in Sales, Project Management, Customer Success, Marketing, Public Safety, Military </li><li>OR 8+ years of experience in Sales, Project Management, Customer Success, Marketing, Public Safety, Military </li></ul><h2> Travel Requirements</h2>25-50%<h2> Relocation Provided</h2>None<h2> Position Type</h2>Experienced<h2> Referral Payment Plan</h2>YesOur U.S. Benefits include:<ul><li>Incentive Bonus Plans</li><li>Medical, Dental, Vision benefits</li><li>401K with Company Match</li><li>10 Paid Holidays</li><li>Generous Paid Time Off Packages</li><li>Employee Stock Purchase Plan</li><li>Paid Parental & Family Leave</li><li>and more!</li></ul> EEO StatementMotorola 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 <a href="https://docs.google.com/forms/d/e/1FAIpQLSdtFsy5jUxYcf7d7VZGiX_Ennsz162ZUEP6uxLgsdslTV5xgg/viewform" target="_blank" rel="noopener noreferrer">Reasonable Accommodations Form</a> so we can assist you.

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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