Regional Sales Manager - South Region

Salient Systems Corporation•Atlanta, GA

8h•Onsite

About The Position

The Regional Sales Manager (RSM) role 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 successful RSM will be responsible for cultivating and maintaining strong relationships within this network, managing a sales territory with substantial earning potential. This role requires a motivated, ambitious, and collaborative individual with a "hunter" mentality and strong closing skills. A keen interest in video surveillance, security, analytics, business intelligence, and technology is essential. The ideal candidate will be self-motivated, possess exceptional presentation and communication skills, have a mastery of written and verbal expression, and be adept at explaining complex concepts. Strong organizational skills, the ability to understand and address partner/customer needs, and the capacity to perform under pressure and collaborate effectively are crucial for success. The RSM will report to a senior sales leader and be part of a team, receiving mentorship to maximize performance. The role emphasizes expanding business through existing key accounts while focusing heavily on acquiring new resellers/integrators and end users. Maintaining 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.

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 and of closing high-value sales.
Proven history of successful recruitment, retention, and sales growth with resellers/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.
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 leveraged basis to maximize sales results.
Develop and maintain strong relationships with Resellers/Integrators, recruiting the best and most responsive in their region, and maintaining regular communication and general management.
Deliver qualified and developed leads to resellers/integrators and engage with integrator/reseller prospects.
Work with Security Consultants, Architects, and Engineers to get specified in projects by transferring knowledge about Salient’s products and educating them on regular releases.
Engage with Technology Partners (e.g., camera and access control companies) to create a natural process for obtaining new prospects.
Effectively manage prospective End Users from discovery and qualification through to sale.
Manage a multi-million dollar business pipeline, ensuring proficiency in Salesforce CRM use and maintenance.
Maintain reseller/integrator contact information, and record and manage regularly scheduled meetings to ensure a growing pipeline and regular sales harvesting.
Establish and maintain prospective End Users as Opportunities within Salesforce, ensuring critical integrity of information for sales leadership.
Understand near-term, one-month, and quarterly closing opportunities to inform sales leadership on a rolling 90-day forecast.
Maintain Security Consultant and A&E contact information and conduct regular lunch and learn meetings for knowledge transfer, presentations, demos, and education about Salient products.
Maintain Technology Partner relationships to co-develop opportunity pipelines, ensuring regular communication for pipeline building and joint sales success.
Actively engage with Business Development counterparts and Inside Sales support, assuming responsibility for all qualified Opportunities developed by either group.
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.