Regional Sales Manager - Northwest

Salient Systems Corp•Portland, OR

1d•Hybrid

About The Position

The Regional Sales Manager (RSM) position at Salient offers a significant 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 is designed for individuals who can cultivate and sustain strong relationships within this network, ultimately building and managing a sales business with substantial earning potential. Key attributes for success include being money-motivated, ambitious, a team player, a hunter, and a closer. Important characteristics encompass an interest in video surveillance, security, analytics, business intelligence, and technology; self-motivation and self-improvement; exceptional presentation and communication skills, including mastery of written and spoken language and the ability to explain complex concepts; strong organizational skills; the ability to understand and address partner, prospect, or customer needs; and the capacity to work under pressure, collaboratively, and provide leadership when required. The RSM is responsible for effectively selling Salient's products through channel partners, both directly and indirectly, to maximize sales results. This role reports to an experienced sales leader who oversees a specific US market region and will provide mentorship and management to optimize the RSM's performance. The job involves expanding business with existing key users while placing a strong emphasis on acquiring new resellers/integrators and, particularly, new end users. Maintaining crucial market relationships with security consultants, architects, engineers, and technology partners is also a key objective. Internally, the RSM will collaborate with their Sales Leader, fellow RSMs, Sales Engineers, Business Development teams, Inside Sales Representatives, and other support staff within Salient.

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, and be able to discuss features, benefits, and solution selling skills to solve end user problems or eliminate end user pain points.
Demonstrate your 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 in the Northwest & Western Canada region.
Maintain an active meeting schedule every week.
Maintain an active Security Consultant Lunch & Learns schedule every month.
Proficient in all aspects of the Salesforce CRM use and maintenance.
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 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 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 its channel partners on both an assisted and a leveraged basis, and to maximize sales results.
Expand business through key existing users combined with a very strong emphasis on new resellers/integrators and especially on 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 and maintain a steady cadence of communication and general management.
Deliver qualified and developed leads to the resellers/integrators, and engage with integrator/reseller prospects provided to the RSM.
Get specified in projects when working with Security Consultants, Architects and Engineers.
Assist Security Consultants/A&Es by transferring both general and detailed knowledge about Salient’s products and educating them about regular releases.
Engage with camera and access control partners, among others, to create a natural process for obtaining new prospects from the technology partner.
Effectively manage the prospective End User from discovery and qualification through to sale.
Manage a multi-million dollar business pipeline.
Maintain all reseller/integrator contact information, and record and manage regularly scheduled meetings as required to insure a growing pipeline and regular harvesting of all sales.
Establish and maintain the database of prospective End Users as Opportunities within Salesforce.
Maintain all Security Consultant and A&E contact information and maintain a regular cadence of lunch and learn meetings for effective knowledge transfer through presentation, demo and general education about Salient products.
Maintain all Technology Partner relationships necessary to co-develop his/her opportunity pipeline with each partner contact.
Be actively engaged with Bus Dev counterparts and Inside Sales support and assume responsibility for all qualified Opportunities developed by either group.