Channel Account Manager - Government & PSU

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

India Channel Sales

Job Description

Role Summary:

The Channel Sales Manager will drive top-line revenue growth across Government, Public Sector Undertakings (PSU), Railways, and Disaster Management verticals in India. This role demands a high-impact leader capable of driving revenue growth, shaping pre-tender technical specifications, and aggressively positioning Motorola Solutions’ mission-critical technology portfolio.

Key Responsibilities:

• Revenue Ownership: Deliver 100%+ quarterly and annual revenue quotas across assigned Government and PSU accounts via Tier-1/Tier-2 channel networks.
• Executive Relationship Building: Engage senior bureaucrats, nodal officers, and C-level stakeholders to influence and embed technical specifications prior to tender issuance.
• Portfolio Positioning: Champion the value proposition for Motorola’s Critical Communications (LMR/MOTOTRBO), WAVE PTX (Broadband PTT/Cloud), and Body-Worn Video (VB400) solutions, driving clear differentiation over unorganized alternatives.
• End-to-End Tender Execution: Collaborate with Sales Leadership, Legal, and Presales/Architecture teams to execute complex bid strategies, commercial negotiations, and GeM/CPPP submissions.
• Pipeline Governance & Forecasting: Maintain a minimum 7x qualified pipeline in Salesforce CRM and deliver rigorous, predictable weekly revenue forecasts.

Key Performance Indicators (KPIs):

• Quota Attainment: 100%+ achievement of quarterly and annual revenue targets.
• Pipeline Coverage: Sustained 7x qualified pipeline depth against quarterly quota.

Basic Requirements

Required Skills & Qualifications:

• Experience: Minimum 15+ years of demonstrable success in Channel Sales, Key Account Management, and New Business Acquisition within Telecom, Mission-Critical IT, or Government Technology sectors.
• Public Procurement Expertise: Experience of Government of India procurement mechanics, GeM portal workflows, CPPP tenders, and public safety/PSU buying dynamics.
• Track Record: Proven ability to close complex, multi-million-dollar technology deals through multi-tier partner channels.
• Executive Presence: Exceptional communication and presentation skills, with a track record of delivering technical and commercial pitches to senior officials.
• Education: B.E. / B.Tech required; MBA in Marketing/Sales will be an added advantage.

Travel Requirements

10-25%

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.