Channel Account Manager - West Region

Salient Systems Corp•Los Angeles, CA

13h•Remote

About The Position

As a Channel Account Manager, you'll grow Salient's business through a network of strategic channel partners — system integrators, distributors, consultants, and technology alliances. You'll own partner recruitment, enablement, and revenue growth within your territory, working cross-functionally with sales, marketing, and product teams to drive net-new and partner-sourced pipeline.

Requirements

5+ years of channel sales experience.
Experience in physical security, video surveillance, access control, networking, or related technology markets.
Proven success working with system integrators and distributors.
Strong business planning and forecasting skills.
Experience with Salesforce and partner relationship management tools.
Excellent communication and presentation skills.
Ability to travel 30–50%.
Candidates will be subject to a background check in accordance with federal and state regulations.
Candidates must possess a valid driver's license and maintain a clean driving record throughout their employment.

Responsibilities

Recruit, onboard, and build executive-level relationships with strategic channel partners — system integrators, distributors, consultants, and technology alliances.
Develop and execute partner business plans, identifying growth opportunities within existing accounts.
Deliver sales, technical, and competitive training, and coordinate certifications and onboarding programs.
Ensure partners understand Salient's value proposition and can represent it confidently in the field.
Own quarterly and annual partner revenue targets, driving both partner-sourced and net-new pipeline.
Increase wallet share within existing accounts and support competitive replacement opportunities.
Manage deal registration, pricing, and proposal strategy, and coordinate resources to win strategic deals.
Track opportunity progression through the sales cycle in partnership with assigned partners.
Build relationships with distributor sales teams; conduct joint account planning and joint marketing campaigns.
Leverage technology partnerships to create new opportunities.
Develop relationships with security consultants and A&E firms to promote inclusion of Salient in specifications.
Support consultant education initiatives and track consultant-driven opportunities.
Maintain accurate partner opportunity data in Salesforce.
Provide monthly and quarterly forecasts, and lead quarterly business reviews with key partners.
Report on partner performance against targets.