Channel Account Manager - Territory (VIC/TAS) Video Security & Access Control

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, 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 dynamic Channel Account Manager to drive our Video Security & Access Control business across Victoria and Tasmania. Reporting to the Regional Sales Director, you will serve as the strategic lead for our solution-selling initiatives within the region. By proactively managing partner relationships and deploying targeted sales strategies, you will ensure sustainable market growth and the consistent achievement of territory revenue targets.

Primary Responsibilities:

• Drive long-term territory success by deepening relationships with established Channel Partners. Act as a strategic advisor, educating partners on Video & Access Control solutions and articulating how our technology helps them provide superior value to their customers while accelerating their own business growth.

• Proactively manage the sales pipeline by creating, nurturing, and responding to opportunities across the VIC/TAS territory. Take full ownership of the end-to-end sales cycle, focusing on maximizing opportunity success and ensuring the territory meets or exceeds quarterly and annual revenue targets

• Expand the territory footprint by identifying, recruiting, and onboarding new Channel Partners. Lead targeted market engagement initiatives, including promotional events and joint marketing activities; to generate demand, convert competitor-aligned partners, and strengthen our competitive position within the region.

• Achieve the three key performance objectives for success: quota, pipeline health, and partner engagement.

Who You Are:

• You find genuine satisfaction in strategic market development. You are a self-starter, adept at identifying market gaps and possessing the professional polish required to turn those opportunities into enduring, high-value partner relationships.

• You have a natural aptitude for grasping the high-level details and practical application of technical products. More importantly, you excel at translating those technical details into compelling narratives and business solutions that resonate with partners and end-users alike.

• You possess the social intelligence to navigate varied business landscapes. You find it easy to build genuine credibility and are skilled at identifying and addressing the key stakeholders who drive the decision-making process.

• You thrive when given the autonomy to shape your own success. You understand that the best partnerships are built in person and are committed to the travel (~50%) required to maintain a visible and influential presence across the Victoria and Tasmania region.

Basic Requirements

• Technical Sales Mastery: 3+ years in a B2B technical solution sales environment (e.g., SaaS, IT Infrastructure, IoT, Building Automation, or Telecoms).

• Territory Management: Proven success in managing and expanding a professional network or partner base within the VIC/TAS region.
• Operational Discipline: Professional experience in CRM-based pipeline management and revenue forecasting.
• Regional Mobility: Commitment to a high-visibility presence across the territory, including ~50% travel.
• Communication: Proficiency in English (written and verbal); additional languages are an advantage.
• Education (Desirable): Professional qualifications in Marketing or Business Management are highly regarded.

Location & Travel Requirements:Candidates must be based in Australia. Travel will be no less than 50% of the time. This travel will be within the Victoria and Tasmania territory; however occasional air travel and international travel may be required.
Travel Requirements50-75%
Relocation ProvidedNone
Position TypeExperienced

Referral Payment PlanYes

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.