Channel Development Manager Jobs in Kalamazoo, MI

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 OverviewAt Motorola Solutions, safety and security are at the heart of everything we do. 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. Within our Strategic Account Development sales team, we empower enterprise partners to deliver on the promise of a safer world by delivering our integrated safety and security ecosystem-combining mission-critical video security, advanced analytics, and access control solutions to scale proactive security across North America.
Job Description

We are seeking a high-impact Business Development Manager to lead and expand a key national strategic partnership within North America. In this role, you will serve as the executive steward for major strategic accounts-such as Johnson Controls-shaping market strategy and driving large-scale adoption of our innovative video security and access control ecosystem.

You will work closely with executive leadership, national partner teams, and internal cross-functional groups to align our technology roadmap with customer long-term visions. As a product champion and strategic growth driver, you will build complex alliances, oversee pipeline development, and empower channel partners with the sales tools and technical insights needed to succeed. We believe that everything starts with our people, and we empower each Motorolan to bring their authentic self to innovate what's next. Bachelor's degree or equivalent practical experience is valued.

Key Responsibilities

Executive Relationship Management & Alliance Strategy

• Build and maintain trusted executive-level relationships across assigned national strategic partner accounts

• Create, execute, and continually refine strategic account business plans that align our video security portfolio with long-term partner growth objectives

• Develop standardized strategic partnership presentations and sales tools that articulate our integrated solution value proposition to partner enterprise teams

Pipeline Growth & Solution Architecture

• Identify, create, and help close new sales opportunities while managing the complete sales pipeline from initial contact through order delivery

• Serve as the primary product authority, preparing comprehensive solution proposals and quotes spanning our full video security and enterprise product portfolio

• Track surveillance market trends and key industry influencers to position our integrated ecosystem as the premier choice for large-scale deployments

Cross-Functional Collaboration & Field Enablement

• Partner side-by-side with Global Sales, Engineering, and Operations teams to share partner feedback and help inform future product enhancements

• Collaborate with internal team members to build targeted account growth plans, execute marketing initiatives, and deliver partner enablement programs

• Deliver on-site strategic support, partner training, and market development activities across the assigned North American territory

Job Requirements

Technical Expertise

• Video Surveillance & Access Control Ecosystems to present, specify, and position integrated physical security hardware, software, and AI analytics

• Revenue Forecasting & Pipeline Management to evaluate, track, and report account progress on a weekly, monthly, quarterly, and annual cadence

• Technical Solution Communication to lead complex technical discussions and solution demonstrations with both executive and technical decision-makers

Professional Experience

• National Account & Channel Strategy to navigate complex multi-tier distribution networks, national alliance structures, and go-to-market initiatives

• Executive Relationship Building to cultivate multi-level alliance partnerships and drive collaborative strategic planning

• Territory & Priority Management to organize high-volume account activities and execution across a wide geographic region

Preferred Qualifications (Optional)

• Direct business development experience managing Tier-1 National Accounts or global systems integrators

• Prior experience managing national accounts such as Johnson Controls or similar enterprise channel partners

Target Base Salary Range: $100,000 - $105,000

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-LD

Basic Requirements

• 5+ years of sales or business development experience in the video security solutions industry

Travel RequirementsOver 50%
Relocation ProvidedNone
Position TypeExperienced
Referral Payment PlanNo

Our U.S.Benefitsinclude:

• Incentive Bonus Plans

• Medical, Dental, Visionbenefits

• 401K with Company Match

• 10 Paid Holidays

• GenerousPaidTime Off Packages

• Employee Stock Purchase Plan

• PaidParental & 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 thisReasonable Accommodations Formso we can assist you.