IT Channel Account Manager, Cloud Video & Access Control

604000 Motorola Solutions Australia Pty. Limited; Melbourne; On-site; AUD 120,000 - 180,000; Full time

Job summary

Motorola Solutions, Melbourne, is seeking an IT Channel Account Manager to expand and accelerate its partner ecosystem. You will recruit resellers, systems integrators, and MSPs specializing in enterprise technology solutions to drive mindshare and strategic alignment.

You will co-sell with pre-sales and solution architects, onboard partners, and enable sales teams to generate a reliable pipeline, while leveraging disciplined solution-selling to improve deal conversion across ANZ.

Qualifications

• 5+ years of IT Enterprise Solution Sales experience.
• Proven and quantifiable track record of overachievement.
• Experience working with Tier 1, Regional & MSP IT Channel partners across Australia.
• Experience of communicating with a largely technical audience as well as strong C-level/board-level communications and relationship skills.
• Self-starter, goal-oriented, and takes ownership.
• Experience with Salesforce CRM is a plus.

Responsibilities

• Ecosystem Recruitment: Identify, recruit, and sign top-tier IT resellers and systems integrators, building an active network within the IT Channel.
• New Technology-to-Market Execution: Establish Motorola's Alta product lines inside partner portfolios, creating clear value differentiation against legacy alternatives.
• Pipeline Enablement: Build repeatable onboarding, training, and incentive programs that empower partners to self-generate qualified sales pipeline.
• Co-Selling & Deal Acceleration: Partner with reseller sales reps to qualify opportunities and optimize win rates.
• Territory Strategy: Develop and execute joint business plans with key partners, establishing revenue targets and campaigns.

Skills

IT Enterprise Sales

Channel Partner Management

C-level Communication

Tools

Salesforce.com

Job description

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

At Motorola Solutions, we create technologies our customers refer to as their lifeline. Our technology platforms in communications, software, video and services help our customers work safely and more efficiently. Our technology platforms in mission-critical communications, command center software and video security & analytics, bolstered by managed & support services, make cities safer and help communities and businesses thrive. At Motorola Solutions, we are ushering in a new era in public safety and security. Motorola Solutions fixed and mobile video, access control and software solutions, led by our Avigilon Alta, Avigilon Unity and Pelco portfolios help you find, analyze and share information so you can respond to events with speed and decisiveness to keep your people and property safe. Whether you are looking to deploy a new video security or access control solution, equip your team with body-worn cameras, or leverage analytics through purpose-built applications, we have solutions to meet your needs.

Job Description

We are seeking a high-performing IT Channel Account Manager to expand and accelerate our partner ecosystem. Backed by the global strength of the Motorola brand, this role operates with the agility and drive of a high-growth scale-up - establishing a disruptive, new-to-market presence in the IT Channel. In this role, you will recruit a network of IT resellers, systems integrators, and MSPs specializing in enterprise technology solutions to drive mindshare and strategic alignment. Rather than managing passive accounts, you will actively recruit, onboard, and enable tier-1 and regional partners, turning enablement into consistent pipeline generation. Working alongside world-class pre-sales engineering and solution architects, you will co-sell, coach partner sales teams, and apply disciplined solution-selling methodologies to improve deal conversion and elevate partner win rates.

Key Focus Areas & Responsibilities

• Ecosystem Recruitment: Identify, recruit, and sign top-tier IT resellers and systems integrators specializing in enterprise technology solutions, building an active network within the IT Channel.
• New Technology-to-Market Execution: Establish Motorola's Alta product lines inside partner portfolios, creating clear value differentiation against legacy alternatives.
• Pipeline Enablement: Build repeatable onboarding, training, and incentive programs that empower partners to self-generate qualified sales pipeline and uncover greenfield enterprise opportunities.
• Co-Selling & Deal Acceleration: Actively partner with reseller sales reps in the field to qualify opportunities, navigate complex sales cycles, and optimize partner win rates.
• Territory Strategy: Develop and execute joint business plans with key partners, establishing clear revenue targets, marketing initiatives, and executive sponsorship.

Basic Requirements

• 5+ years of IT Enterprise Solution Sales experience in either end user selling or channel management
• Proven and quantifiable track record of overachievement
• Experience working with Tier 1, Regional & MSP IT Channel partners across Australia.
• Experience of working with Dicker Data is a plus
• Experience of bringing new vendors to market with partners across ANZ
• Adept at communicating with a largely technical audience as well as strong C-level/board-level communications and relationship skills
• Self-starter, goal-oriented, and takes ownership
• Good business acumen, experience with contracts and pricing
• Excellent interpersonal, communication and presentation skills
• Working knowledge of Salesforce.com and CRM tools
• Ability to travel up to 75% of the time

Travel and Employment Details

• Travel Requirements: 25-50%
• Relocation Provided: None
• Position Type: Experienced Referral Payment Plan Yes

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.

MOTOROLA SOLUTIONS 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.

Learn more at www.motorolasolutions.com.