Channel Business Manager - NYC Metro

Milestone Careers

About The Position

Milestone Systems is seeking a tenured, highly connected Channel Business Manager (CBM) to own and grow our channel sales strategy across the NYC Metro area. This is a mature and competitive VMS market with long-established relationships and exceptional growth potential. We are seeking a proven sales leader with deep roots in the physical security and video surveillance space - not an entry point into the industry. Your Role As CBM, you will maximize revenue by expanding Milestone’s presence through ecosystem partnerships, strategic integrator collaboration, and end-user influence. You will be the face of Milestone in the NYC Metro area, acting as both a brand ambassador and business strategist in the field. This role reports to the Regional Channel Manager - East.

Requirements

Bring 7+ years of experience in the VMS, physical security, or integration industries with proven success in the NYC metro area.
Have established professional relationships with integrators, consultants, A&Es, and manufacturer reps across the state.
Possess deep knowledge of video surveillance trends, Milestone’s platform (XProtect, Arcules, BriefCam), and our ecosystem of technical integration partners.
Demonstrate the ability to align and coordinate channel partner growth with direct end-user initiatives being led by internal Account Managers and Vertical Specialists.
Be active in or familiar with local and national security organizations such as: • ASIS International – NY, NJ, & CT Chapters • Security Industry Association (SIA) • BICSI NY Chapter • InfraGard NY Chapter
Have a track record of navigating competitive pressures from Genetec, Avigilon, Axis, Lenel, Hanwha, and others - and turning those dynamics into opportunity.
Documented performance history in New York’s physical security market.
Evidence of long-standing relationships with key integrators and partners.
Participation in relevant industry events and local chapter involvement.
Alignment with Milestone’s go-to-market strategy and channel-centric philosophy.
Bachelor’s degree or equivalent experience.
Willingness to travel regularly within the NYC metro area (~50%).
Proficiency in Salesforce with a disciplined approach to activity tracking, opportunity management, and forecasting.
Working knowledge of networking concepts, including network architecture, common network hardware (such as servers and switches), and basic IP protocols.
Ability to demonstrate Milestone solutions using demo tools and live environments.
Demonstrated ability to embrace and lead change in a fast-paced, evolving organization and industry.
Must attend and contribute to regional Milestone events, partner briefings, and user groups on a regular basis.

Responsibilities

Manage and grow Milestone’s two-tier distribution channel and top-tier integration partners across the NYC metro territory.
Expand the reseller base by nurturing strong relationships with established regional integrators (e.g., Presidio (MCA), Johnson Controls, Convergint, Paladin, Pro Tech, Securitas).
Cultivate eco-partner and A&E community relationships to influence complex project opportunities.
Represent Milestone at local and regional trade shows, industry user groups, and chapter meetings across the territory.
Collaborate closely with Milestone’s Account Managers who manage direct end-user relationships to ensure channel and client strategies are aligned and mutually beneficial.
Deliver field sales presentations and strategic engagements that clearly demonstrate Milestone’s value proposition.
Forecast pipeline and territory growth in line with annual goals and broader company strategy.
Lead with professional integrity and align with Milestone’s values of Reliability, Openness, Innovation, Flexibility, and Independence.

Benefits

competitive compensation
unmatched channel support
industry-leading products
culture built on transparency and trust
medical/dental benefits
FSA or HSA
401k with 6% Safe Harbor employer match
paid parental leave
generous PTO (20 days' vacation, 10 days paid sick time, and 12 company holidays)
fully paid Short Term disability policy
fully paid Long Term disability policy
Life Insurance