Motorola Solutions · 16 hours ago
Sr. Director, Channel Enablement and Expansion
Chicago, IL
Full-time
Hybrid
Lead/Staff, Director/Executive
$200K/yr - $225K/yr
4+ years expMotorola Solutions is a global community focused on enhancing safety through technology. The Sr. Director, Channel Enablement and Expansion is responsible for developing and executing the channel go-to-market strategy, driving growth through partner management, and optimizing the partner ecosystem for success.
Cyber SecurityTelecommunicationsVideo
Responsibilities
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
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)
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
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 Distributor Council:
Partner CX: Enhance and drive adoption of Partner Portal
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
Qualification
Required
Bachelors Degree with 4+ years of sales
OR 8+ years of sales experience
Benefits
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!
Company
Motorola Solutions
Motorola Solutions creates mission-critical communication solutions and services for public safety and commercial customers.
10001+ employees
H1B Sponsorship
Motorola Solutions has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (159)
2024 (119)
2023 (146)
2022 (170)
2021 (153)
2020 (155)
Funding
Current Stage
Public CompanyTotal Funding
$1BKey Investors
Silver Lake
2023-01-06Post Ipo Equity· $1B
2011-01-04IPO
Leadership Team
Mahesh Saptharishi
Executive Vice President and CTO
Jack Molloy
EVP and Chief Operating Officer
Recent News
Android Headlines
2026-01-23
Company data provided by crunchbase