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 seeking a dynamic and results-oriented Channel Account Manager (CAM) to drive growth within our Federal Government Market. In this role, you will be the primary point of contact for our strategic partners, serving as the bridge between their capabilities and Motorola’s advanced technology solutions. The Federal Channel Account Manager will be responsible for the full lifecycle of partner engagement—from recruitment and onboarding to sales execution, contract facilitation, and long-term business development.

The ideal candidate possesses experience in the Federal landscape, understands the complexities of government procurement, and is passionate about empowering partners to win.

Responsibilities

• Provide overall relationship management and act as the central point of contact for named Channel Partner(s)
• Identify and recruit new federal reseller partners in key markets through market analysis
• Provide timely and on-going deal support to MSI Sales Organization to help close opportunities
• Be a key contributor to help define and scale the optimal channel partner program
• Coordinate and conduct sales training for partner onboarding
• Assist Partners in broadening their product expertise and sales opportunities, striving for growth from all associated selling resources
• Drive marketing initiatives, go-to-market programs, and demand generation activities that will result in new sales opportunities

Qualifications

• Bachelors Degree and 5+ years of experience in Sales, 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.
• Knowledge: Understanding of Federal procurement processes and government contracting vehicles.
• Communication: Exceptional presentation and communication skills, with the ability to influence partner leadership and drive collaborative initiatives.
• Problem-Solving: Strong analytical skills with the ability to identify growth opportunities and resolve complex channel conflicts or operational hurdles.
• Proven Record of Success at Progressive Levels

Location/Travel:

• 100% onsite position at Linthicum, MD location
• Must be willing to travel up within assigned territory 10-20% of the time

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

Basic Requirements

• Bachelors Degree and 5+ years of experience in Sales, 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.