Regional Sales Manager (Mid-South)

Salient Systems Corporation•Charlotte, TN

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 eorts 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. Internally, the RSM will maintain direct relationships with his/her Sales Leader, fellow RSMs, Sales Engineer(s), supporting Business Development team members, supporting Inside Sales Representatives, and various other support people throughout the Salient organization.

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.
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

Maintaining strong relationships with resellers/integrators to sell new and existing end users.
Recruiting the best and most responsive resellers/integrators in their region and will then maintain a steady cadence of communication and general management.
Delivering qualified and developed leads to the resellers/integrators, and engage with integrator/reseller prospects provided to the RSM.
Transferring both general and detailed knowledge about Salient’s products to security consultants, architects, and engineers, and educate them about the regular releases that provide an established cadence of steady product improvements.
Engaging with camera and access control partners, among others, can 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.
Establishment and maintenance of prospective End Users database is required to achieve sales success at Salient.
Maintain all Security Consultant and A&E contact information and must 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.
Actively engaged with Bus Dev counterparts and Inside Sales support and assume 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.