Regional Sales Manager - Mid Atlantic

Salient Systems Corp•Philadelphia, PA

1d•Hybrid

About The Position

The Regional Sales Manager (RSM) position at Salient offers a unique opportunity to collaborate closely 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 an individual who can cultivate and sustain strong relationships within this network, with the potential for unrestricted earnings through building and managing their own sales business. The ideal candidate is money-motivated, ambitious, a team player, a hunter, and a closer, with a genuine interest in video surveillance, security, analytics, business intelligence, and technology. Key attributes include being self-motivated, possessing exceptional presentation and communication skills, a mastery of the written word, attention to detail, the ability to articulate complex concepts clearly, strong organizational skills, and the capacity to understand and address partner, prospect, and customer needs. The role also requires the ability to perform under pressure, collaborate effectively, and provide leadership when necessary.

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 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 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 leveraged basis.
Maximize sales results within the assigned region.
Expand business through key existing users.
Focus on recruiting new resellers/integrators and acquiring new end users.
Maintain important relationships in the market with security consultants, architects and engineers, and technology partners.
Manage a multi-million dollar business pipeline.
Maintain all reseller/integrator contact information and manage regularly scheduled meetings.
Record and manage prospective End Users as Opportunities within Salesforce.
Maintain critical integrity of information surrounding all Opportunities.
Understand near-term, one-month, and quarterly closing opportunities to inform sales leadership on a rolling 90-day forecast.
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.