Regional Sales Manager - Mid Atlantic

Salient Systems Corporation•Philadelphia, PA

2d•Hybrid

About The Position

The Regional Sales Manager (RSM) position at Salient offers a dynamic opportunity to engage with a diverse network of industry professionals including Resellers, Integrators, Security Consultants, Architects and Engineers, Technology Partners, and End Users. The role involves developing and maintaining strong relationships within this network, with the potential for unrestricted earnings based on sales performance. The RSM will be responsible for selling Salient's video surveillance and management systems through channel partners, focusing on both existing key accounts and the acquisition of new resellers, integrators, and end users. This role requires a proactive approach to business expansion, relationship management, and pipeline development within a designated US market region. The RSM will report to an experienced sales leader who will provide mentorship and management to maximize sales results.

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 over time.
Proven history of closing high value sales.
Proven history of successful recruitment, retention, and sales growth with resellers and integrators, consultants, and technology partners.
Excellent presentation abilities.
Excellent written communication skills.
Excellent speaking skills.
Proven skills to explain complex problems or solutions in an easy-to-understand way.
Demonstrated emotional intelligence that enables strong relationships with channel partners, consultants, technology partners, end users, and colleagues.
Demonstrated organizational skills.
Very high attention to detail.
Proven ability to qualify end users and resellers/integrators as prospects.
Proven ability to move prospects through your pipeline.
Proven techniques for establishing and maintaining strong relationships with resellers/integrators, end users, technology partners, consultants, and key colleagues.
Ability to deliver value to technology partners and consultant relationships.
Proven effective closing techniques for resellers/integrators, consultants, and end users.
Required talents to negotiate terms and close deals effectively.
Demonstrated understanding of the video surveillance market.
Demonstrate knowledge of video surveillance systems in general.
Be able to discuss features, benefits, and solution selling skills to solve end user problems or eliminate end user pain points.
Demonstrate ability to understand and explain technical aspects of video surveillance systems, including installation, integration, and troubleshooting.
Be in the field 3-4 days per week.
Maintain an active meeting schedule every week.
Maintain an active Security Consultant Lunch & Learns schedule every month.
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.

Nice To Haves

Consistent performance over time in the top 10% of sales peer group.
Proven history of expanding market share in a region or territory.
6-7 years of channel sales experience with a manufacturer or integrator selling video surveillance.
4-5 years of additional other experience as a sales/systems engineer, a system designer, or doing system installations, operations and support.
Bachelor’s degree or higher, or equivalent experience.

Responsibilities

Effectively sell Salient’s products through channel partners on both an assisted and a leveraged basis.
Maximize sales results within the assigned region.
Expand business through key existing users and focus on new resellers/integrators and new end users.
Maintain important relationships in the market with security consultants, architects and engineers, and technology partners.
Maintain strong relationships with resellers/integrators to sell new and existing end users.
Recruit the best and most responsive resellers/integrators in their region.
Maintain a steady cadence of communication and general management with resellers/integrators.
Deliver qualified and developed leads to resellers/integrators.
Engage with integrator/reseller prospects provided to the RSM.
Get specified in projects by working with security consultants, architects, and engineers.
Assist security consultants/A&Es by transferring both general and detailed knowledge about Salient’s products.
Educate security consultants/A&Es about regular product releases.
Engage with technology partners (e.g., camera and access control partners) to obtain new prospects.
Manage prospective End Users from discovery and qualification through to sale.
Manage a multi-million dollar business pipeline.
Maintain all reseller/integrator contact information.
Record and manage regularly scheduled meetings to ensure a growing pipeline and regular harvesting of all sales.
Establish and maintain Salesforce CRM Opportunities for prospective End Users.
Maintain all Security Consultant and A&E contact information.
Maintain a regular cadence of lunch and learn meetings for effective knowledge transfer with Security Consultants and A&Es.
Maintain all Technology Partner relationships necessary to co-develop opportunity pipelines.
Actively engage with Business Development counterparts and Inside Sales support.
Assume responsibility for all qualified Opportunities developed by Business Development or Inside Sales.