Director - Vertical Channel Account Managers - Europe

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.

As the Director, Vertical Channel Account Managers (VCAMs) for Europe, you will lead, inspire, and scale a high-performing team of sales professionals dedicated to driving enterprise end-user engagement, customer acquisition, and long-term account growth. In this leadership role, you will report directly to the Senior Sales Director and steer our pan-European end-user sales strategy across key industry sectors such as energy, retail, transport, and utilities.

We believe that our strength lies in an inclusive culture where high performers thrive on accountability, innovation, and shared purpose. You will champion executive-level customer relationships, mentor your team to master complex end-user buying cycles, and collaborate across global teams to help to provide integrated solutions that solve our customers' most vital operational challenges. We recognize that talent takes many paths; candidate qualifications may be demonstrated through formal credentials, equivalent practical experience, or demonstrable professional achievements.

Key Responsibilities:

Strategic Sales Leadership & Team Development

• Recruit, coach, and scale a specialized team of VCAMs focused on direct end-user engagement across targeted European industry verticals

• Foster an inclusive culture of accountability, using structured business reviews and dedicated mentorship to elevate team execution during high-stakes sales pursuits

• Align closely with the Senior Sales Director to set regional benchmarks, quota allocations, and long-range organizational growth plans

End-User Account Strategy & Market Penetration

• Define pan-European go-to-market strategies tailored to the unique regulatory, operational, and digital transformation needs of vertical enterprise clients

• Guide the team in building comprehensive account plans that expand footprint, identify modernization opportunities, and accelerate enterprise sales cycles

• Lead executive-level engagements with enterprise C-suite decision-makers to help to deliver robust, long-term customer partnerships

Operational Execution & Cross-Functional Alignment

• Analyze pipeline metrics, forecasting accuracy, and customer engagement data to optimize resource deployment and remove roadblocks across the sales lifecycle

• Collaborate with solution architects and marketing teams to ensure enterprise campaign execution directly reflects real-world vertical customer demands

• Oversee deal execution and cross-functional collaboration to help to ensure our comprehensive technology portfolio addresses complex client requirements seamlessly

• Experience: 8+ years of experience in B2B tech/SaaS channel sales, partner management, or alliance leadership, with at least 3+ years of proven experience directly managing and scaling a partner-facing sales team.
• Regional & Vertical Expertise: Proven track record of managing revenues and teams across the European market. Deep understanding of European channel dynamics and experience building go-to-market strategies tailored to specific industry verticals.
• Sales Methodology: You will have completed training in a methodology such as Command of the Message, Challenger, Miller Heiman.
• Language Skills: Professional fluency in English is mandatory. Working proficiency in at least one other major European language (e.g., German, French, or Spanish) is highly preferred.
• Channel Metrics Proficiency: Deep understanding of channel economics, GTM models, channel behaviour and the ability to foster global relationships.
• Tools: Hands-on experience with enterprise CRM tools (e.g., Salesforce) and PRM platforms (e.g., Impartner, Allbound, or similar).
• Education: Bachelor’s degree in Business, Management, International Relations, or equivalent practical experience (MBA is a plus).
• Traveling requirement: Up to 50%.

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.