Regional Sales Manager

Jobtailor; Philadelphia (Philadelphia County); Hybrid; USD 90,000 - 130,000; Full time

Job summary

Jobtailor is seeking a results-driven Channel Sales Manager to promote Salient's video surveillance and management solutions through reseller networks across the United States. You will recruit, enable, and manage resellers and integrators, build a multi-million-dollar pipeline, and collaborate with Business Development and Inside Sales to drive opportunities.

In this field-based role, you will travel 3-4 days per week, deliver product education and demonstrations, and report to an experienced

Qualifications

• 4-5 years of channel sales experience with a manufacturer or integrator selling video surveillance.
• Demonstrated history of sales growth and closing high-value deals.
• Proven recruitment and growth of resellers/integrators and technology partners.
• Excellent presentation, written communication, and speaking skills.

Responsibilities

• Sell Salient's video surveillance and video management products through channel partners on assisted and leveraged bases
• Maximize sales results and build and run a regional sales business
• Expand business through existing users and recruit new resellers/integrators and end users
• Maintain relationships with resellers, integrators, security consultants, architects, engineers, technology partners, and end users
• Recruit responsive resellers/integrators and manage ongoing communication
• Deliver qualified, developed leads to resellers/integrators and engage with reseller/integrator prospects
• Help security consultants, architects, and engineers specify Salient products in projects through education, presentations, demonstrations, and lunch-and-learns
• Develop prospects through camera, access control, and other technology partner relationships
• Manage qualified end users from discovery through sale
• Manage a multi-million-dollar sales pipeline
• Use and maintain Salesforce CRM, including contacts, meetings, Opportunities, and pipeline data
• Track near-term, monthly, and quarterly closing opportunities for a rolling 90-day forecast
• Maintain technology partner relationships and co-develop opportunity pipelines
• Collaborate with Business Development and Inside Sales teams and assume responsibility for qualified Opportunities
• Work in the field 3-4 days per week and maintain active weekly meeting and monthly lunch-and-learn schedules
• Report to and receive mentorship from an experienced sales leader overseeing part of the US market

Skills

Channel sales

Sales pipeline management

Relationship building

Closing high-value sales

Lead qualification

Presentation skills

Written communication

Education

Bachelor's degree or higher

Equivalent experience

Tools

Salesforce CRM

Job description

• Sell Salient's video surveillance and video management products through channel partners on assisted and leveraged bases
• Maximize sales results and build and run a regional sales business
• Expand business through key existing users and recruit new resellers/integrators and end users
• Maintain relationships with resellers, integrators, security consultants, architects, engineers, technology partners, and end users
• Recruit responsive resellers/integrators and manage ongoing communication
• Deliver qualified, developed leads to resellers/integrators and engage with reseller/integrator prospects
• Help security consultants, architects, and engineers specify Salient products in projects through product education, presentations, demonstrations, and lunch-and-learns
• Develop prospects through camera, access control, and other technology partner relationships
• Manage qualified end users from discovery and qualification through sale
• Manage a multi-million-dollar sales pipeline
• Use and maintain Salesforce CRM, including contacts, meetings, Opportunities, and pipeline data
• Track near-term, monthly, and quarterly closing opportunities for a rolling 90-day forecast
• Maintain technology partner relationships and co-develop opportunity pipelines
• Collaborate with Business Development and Inside Sales teams and assume responsibility for qualified Opportunities
• Work in the field 3-4 days per week and maintain active weekly meeting and monthly lunch-and-learn schedules
• Report to and receive mentorship from an experienced sales leader overseeing part of the US market

Requirements

• 4-5 years of channel sales experience with a manufacturer or integrator selling video surveillance
• Consistent minimum performance over time in the top 20% of sales peer group
• Proven history of sales growth and closing high-value sales
• Proven history of successful recruitment, retention, and sales growth with resellers/integrators, consultants, and technology partners
• Excellent presentation, written communication, and speaking skills
• Ability to explain complex problems or solutions in an easy-to-understand way
• Demonstrated emotional intelligence for building strong relationships
• Demonstrated organizational skills and very high attention to detail
• Ability to qualify end users and resellers/integrators as prospects
• Ability to move prospects through the sales pipeline
• Strong relationship-building techniques with resellers/integrators, end users, technology partners, consultants, and colleagues
• Ability to deliver value to technology partners and consultants
• Effective closing techniques and ability to negotiate terms and close deals
• Understanding of the video surveillance market and systems
• Ability to discuss features, benefits, solution selling, installation, integration, and troubleshooting of video surveillance systems
• Valid driver's license and clean driving record throughout employment
• Successful completion of a background check
• Preferred: consistent performance in the top 10% of sales peer group
• Preferred: proven history of expanding market share in a region or territory
• Preferred: 6-7 years of channel sales experience selling video surveillance
• Preferred: 4-5 years of additional experience as a sales/systems engineer, system designer, or in system installations, operations, and support
• Preferred: bachelor's degree or higher, or equivalent experience

Core Competencies

Demonstrates expertise in channel sales for video surveillance products, with a strong ability to build relationships with resellers, integrators, and end users. Proven track record in managing sales pipelines, delivering presentations, and closing high-value sales.

Highest-signal resume keywords

• Channel Sales Experience
• Video Surveillance Systems Knowledge
• Sales Pipeline Management
• Relationship Building Techniques
• Effective Closing Techniques

Hard Skills

• Sales Growth
• Lead Qualification
• Solution Selling
• Installation and Integration
• Negotiation Skills
• Salesforce CRM
• Market Share Expansion
• Technical Presentations
• Troubleshooting
• Attention to Detail

Soft Skills

• Emotional Intelligence
• Organizational Skills
• Written Communication
• Presentation Skills
• Interpersonal Skills

Industry Keywords

• Video Surveillance
• Channel Partners
• Resellers
• Integrators
• Security Consultants
• Technology Partners
• Sales Pipeline
• Market Share
• Background Check
• Driver's License

Tools & Technologies

• Salesforce CRM