Motorola Solutions
Sr. Director, Channel Enablement and Expansion
Motorola Solutions, Chicago, Illinois, United States, 60290
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. Our critical communications, video security and command center technologies support public safety agencies and enterprises alike, enabling the coordination that's critical for safer communities, safer schools, safer hospitals and safer businesses. Connect with a career that matters, and help us build a safer future. Department Overview
The NA Channel Sales team drives and executes the channel co-selling strategy with our partners to maximize revenue, drive consumption & usage of Motorola Solutions products. Job Description
The Sr. Director, Channel Enablement and Expansion is a pivotal leadership role responsible for developing, executing, and optimizing the channel go-to-market strategy across North America. This role will drive significant growth and performance by managing distribution channels (Distry), expanding the footprint of key product lines (Avtec, Wave on Cloud - WoC), optimizing the partner ecosystem, and ensuring partners are fully enabled and incentivized for success. 1. Performance and growth (Distry, Avtec, WoC)
Drive strategy and performance in BR, CR, and overall RTM via distribution Strategy and execution of Avtec in North America. Furthermore, explore expansion of Avtec beyond N.A. and into our International theatres Wave on Cloud strategy, adoption and growth 2. Channel Strategy & Ecosystem Design
Market Mapping: Identify gaps in the current NA partner coverage (e.g., by geography, vertical, or product line). Partner Tiering: Localize the global partner program to fit the NA competitive landscape (e.g., setting specific revenue thresholds or certification requirements for Gold/Platinum status). Recruitment Strategy: Define the profile for "Ideal Partner Personas" in NA and create the plan to recruit them. ICAM Team: Regardless of reporting lines, spearhead the utilization of ICAMs to drive time, product, and/or market specific initiatives ( example: low tier pilot test in Central region) 3. Channel Enablement & Training
Onboarding: Own the "Time-to-First-Deal" metric by designing the onboarding journey for new NA partners. Sales Playbooks: Localize global sales plays for the NA market (e.g., "How to displace [Regional Competitor X]"). Technical/Pre-Sales Training: Ensure partner SEs (Systems Engineers) are certified and capable of demoing the product without your internal team's help. 4. Program Operations & Incentives
Partner program framework: and all elements within MDF (Marketing Development Funds) Management: Oversee how marketing dollars are allocated to NA partners to ensure high ROI. Incentive Design: Create "SPIFFs" (Special Performance Incentive Funds) or local promotions to drive specific behaviors, such as a push for a new product launch in North America. Rules of Engagement (RoE): Define and enforce the rules that prevent "Channel Conflict" between your Direct Sales team and your Partners. Dealer and DistributorCouncil: Partner CX: Enhance and drive adoption of Partner Portal 5. Performance & Analytics
Partner Health Scorecards: Track and report on partner performance beyond just revenue (e.g., pipeline growth, certification levels, renewal rates). QBRs (Quarterly Business Reviews): Drive the strategic agenda for top-tier NA partners to ensure long-term alignment. Target Base Salary Range: $200,000 - $225,000 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-RO1 Basic Requirements
Bachelors Degree with 4+ years of sales OR 8+ years of sales experience 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.
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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. Our critical communications, video security and command center technologies support public safety agencies and enterprises alike, enabling the coordination that's critical for safer communities, safer schools, safer hospitals and safer businesses. Connect with a career that matters, and help us build a safer future. Department Overview
The NA Channel Sales team drives and executes the channel co-selling strategy with our partners to maximize revenue, drive consumption & usage of Motorola Solutions products. Job Description
The Sr. Director, Channel Enablement and Expansion is a pivotal leadership role responsible for developing, executing, and optimizing the channel go-to-market strategy across North America. This role will drive significant growth and performance by managing distribution channels (Distry), expanding the footprint of key product lines (Avtec, Wave on Cloud - WoC), optimizing the partner ecosystem, and ensuring partners are fully enabled and incentivized for success. 1. Performance and growth (Distry, Avtec, WoC)
Drive strategy and performance in BR, CR, and overall RTM via distribution Strategy and execution of Avtec in North America. Furthermore, explore expansion of Avtec beyond N.A. and into our International theatres Wave on Cloud strategy, adoption and growth 2. Channel Strategy & Ecosystem Design
Market Mapping: Identify gaps in the current NA partner coverage (e.g., by geography, vertical, or product line). Partner Tiering: Localize the global partner program to fit the NA competitive landscape (e.g., setting specific revenue thresholds or certification requirements for Gold/Platinum status). Recruitment Strategy: Define the profile for "Ideal Partner Personas" in NA and create the plan to recruit them. ICAM Team: Regardless of reporting lines, spearhead the utilization of ICAMs to drive time, product, and/or market specific initiatives ( example: low tier pilot test in Central region) 3. Channel Enablement & Training
Onboarding: Own the "Time-to-First-Deal" metric by designing the onboarding journey for new NA partners. Sales Playbooks: Localize global sales plays for the NA market (e.g., "How to displace [Regional Competitor X]"). Technical/Pre-Sales Training: Ensure partner SEs (Systems Engineers) are certified and capable of demoing the product without your internal team's help. 4. Program Operations & Incentives
Partner program framework: and all elements within MDF (Marketing Development Funds) Management: Oversee how marketing dollars are allocated to NA partners to ensure high ROI. Incentive Design: Create "SPIFFs" (Special Performance Incentive Funds) or local promotions to drive specific behaviors, such as a push for a new product launch in North America. Rules of Engagement (RoE): Define and enforce the rules that prevent "Channel Conflict" between your Direct Sales team and your Partners. Dealer and DistributorCouncil: Partner CX: Enhance and drive adoption of Partner Portal 5. Performance & Analytics
Partner Health Scorecards: Track and report on partner performance beyond just revenue (e.g., pipeline growth, certification levels, renewal rates). QBRs (Quarterly Business Reviews): Drive the strategic agenda for top-tier NA partners to ensure long-term alignment. Target Base Salary Range: $200,000 - $225,000 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-RO1 Basic Requirements
Bachelors Degree with 4+ years of sales OR 8+ years of sales experience 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.
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