Pelco Distribution Director - North America VS&A

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. Our critical communications, video security and command center technologies support public safety agencies and enterprises alike, enabling the coordination that’s critical for safer communities, safer schools, safer hospitals and safer businesses. Connect with a career that matters, and help us build a safer future.

Department OverviewThis role reports to the Vice President of Sales for Pelco North America. Motorola Solution’s Video Security & Access Control Division (VS&A) is defining the future of the security industry through innovative end-to-end-solutions and award-winning AI based surveillance systems. We are proud to be industry leaders in video solutions and analytics installed in more than 120 countries at thousands of customer sites, including school campuses, transportation systems, healthcare centers, public venues, critical infrastructure, prisons, factories, casinos, airports, financial institutions, government facilities, and retailers. Pelco is a Motorola Solutions video security and fixed cameras brand with a legacy of innovation spanning decades, committed to providing cutting-edge solutions to meet the evolving needs of its customers.
Job Description

The US Distribution Director for VS&A products is responsible for leading and developing a sales team that manages Motorola’s video security products North American distributors. This role combines strategic leadership, program development and tactical execution to ensure the achievement of revenue targets and market share growth. The ideal candidate has a strong track record in distribution channel management, team leadership, and driving sales results. 

Responsibilities:

• Develop and execute the overall strategy for the North America VS&A distribution channel, aligning with Motorola Solutions' broader business goals. 

• Recruit, hire, develop, and coach a team of sales professionals to excel in their roles and exceed targets. 

• Oversee the creation, execution, and communication of distributor programs to drive sales growth, ensuring timely reporting on inventory, point-of-sale data, purchasing trends, and other key metrics. 

• Work closely with internal teams, including presales engineers, marketing, product management, sales operations, and order/credit management, to drive channel success. 

• Ensure accurate and up-to-date customer intelligence and reporting within Motorola’s CRM system. 

• Provide accurate sales forecasts on a weekly, monthly, and quarterly basis. Monitor and maintain a healthy team pipeline to ensure predictable and sustainable growth. 

• Conduct joint sales calls with resellers and distributors to drive end-user demand and provide hands-on coaching and training.

• Leverage promotions, incentives, and marketing programs to achieve quarterly revenue targets while driving channel adoption of Motorola Solutions’ portfolio. 

• Cultivate and maintain strong, long-term relationships with key distributor partners; accelerate the penetration of VS&A offerings and enhance our overall sales presence across their channel base and integrator customers.

• Conduct regular business reviews with distributors to assess performance, identify opportunities, and address challenges.

• Monitor and analyze sales performance metrics, competitor activities, and customer feedback 

• Provide regular reports to senior management and recommend improvements to achieve sales targets (inventory status, sell-in, sell, out, etc).

Requirements:

• Bachelor's degree in Business Administration, Marketing, or related field (Master's degree preferred)

• Minimum of 8-10 years of experience in sales, with a proven track record of success in driving revenue growth and leading high-performing teams

• Ability to travel minimum of 25%-50%, including by air

• 2+ years of leadership and channel management experience (managing teams of sales professionals) 

• Results-oriented with a passion for exceeding targets and delivering exceptional customer experiences

• Strong communication, negotiation, and interpersonal skills.

• Understanding of video surveillance security technologies and solutions

• Excellent leadership, communication, and interpersonal skills, with the ability to inspire and influence others

• Strategic thinker with the ability to develop and execute effective sales strategies

• Analytical mindset with proficiency in sales forecasting, pipeline management, and performance analysis

• Able to navigate a highly-matrixed organization and gain trust with leaders across multiple layers 

Target Base Salary Range: $90,200 - $208,500

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.

Basic Requirements

• Bachelor's Degree with 8+ years of experience in Technical or Physical Security sales

• 2+ years of Channel Sales Management experience 

• Legal authorization to work in the U.S. indefinitely is required. Employer work permit sponsorship is not available for this position

Travel Requirements25-50%
Relocation ProvidedNone
Position TypeExperienced
Referral Payment PlanYes

Our U.S. Benefits include:

• 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!

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 email [email protected].