Regional Sales Manager (New England)

Salient Systems Corporation • Boston, MA

208d

About The Position

The RSM job at Salient provides an opportunity to work closely with Resellers, Integrators, Security Consultants, Architects and Engineers, Technology Partners and End Users. A successful RSM will develop and maintain relationships with this array of industry professionals and customers and will be able to build and run a sales business with unrestricted earnings potential. The RSM’s responsibility is to effectively sell Salient’s products through its channel partners on both an assisted and a leveraged basis, and to maximize sales results. The successful RSM will report to an experienced sales leader overseeing a section of the US market and be part of that sales leader’s team. That leader will mentor and manage the efforts of the RSM to maximize his/her results. The RSM job combines the expansion of business through key existing users combined with a very strong emphasis on new resellers/integrators and especially on new end users. The RSM’s objectives also include maintaining important relationships in the market with security consultants, architects and engineers, and technology partners.

Requirements

• 4-5 years of channel sales experience with manufacturer or integrator selling video surveillance.
• Consistent minimum performance over time in top 20% of sales peer group.
• Proven history of sales growth over time and of closing high value sales.
• Proven history of successful recruitment, retention and sales growth with reseller and integrators, consultants, and technology partners.
• Excellent presentation abilities, and written communication and 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 and 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 your 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.

Nice To Haves

• Consistent performance over time in 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 manufacturer or integrator selling video surveillance.
• 4-5 years of additional 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

• Maintain strong relationships with resellers/integrators to sell new and existing end users.
• Recruit the best and most responsive resellers/integrators in their region.
• Deliver qualified and developed leads to the resellers/integrators.
• Engage with integrator/reseller prospects provided to the RSM.
• Assist security consultants, architects, and engineers by transferring knowledge about Salient’s products.
• Maintain direct relationships with Sales Leader, fellow RSMs, Sales Engineer(s), and other support team members.
• Manage a multi-million dollar business pipeline using Salesforce CRM.
• Maintain all reseller/integrator contact information and record meetings.
• Conduct regular lunch and learn meetings for effective knowledge transfer.
• Maintain relationships with technology partners to co-develop opportunity pipelines.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 101-250 employees