Regional Sales Manager (New England)

Salient Systems Corporation•Boston, MA

20h•Hybrid

About The Position

The Regional Sales Manager (RSM) role at Salient offers an opportunity to collaborate closely with Resellers, Integrators, Security Consultants, Architects and Engineers, Technology Partners, and End Users. A successful RSM will cultivate and maintain relationships with these industry professionals and customers, building and managing a sales business with unlimited earning potential. The primary responsibility of the RSM is to effectively sell Salient's video surveillance products through channel partners, both on an assisted and leveraged basis, to maximize sales results. The RSM will report to an experienced sales leader who will mentor and manage their efforts. This position focuses on expanding business with existing users while strongly emphasizing the acquisition of new resellers/integrators and, crucially, new end users. Additionally, the RSM is tasked with maintaining key market relationships with security consultants, architects and engineers, and technology partners. Internally, the RSM will interact directly with their Sales Leader, fellow RSMs, Sales Engineer(s), Business Development team members, Inside Sales Representatives, and various other support personnel across 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

Develop and maintain relationships with Resellers, Integrators, Security Consultants, Architects and Engineers, Technology Partners, and End Users.
Build and run a sales business with unrestricted earnings potential.
Effectively sell Salient’s products through its channel partners on both an assisted and a leveraged basis.
Maximize sales results.
Expand business through key existing users.
Strongly emphasize new resellers/integrators and new end users.
Maintain important relationships in the market with security consultants, architects and engineers, and technology partners.
Maintain direct relationships with 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.
Maintain strong relationships with resellers/integrators to sell new and existing end users.
Recruit the best and most responsive resellers/integrators in their region.
Maintain a steady cadence of communication and general management with recruited resellers/integrators.
Deliver qualified and developed leads to the resellers/integrators.
Engage with integrator/reseller prospects provided to the RSM.
Get specified in projects when working with Security Consultants, Architects and Engineers.
Assist Security Consultants, Architects and Engineers by transferring both general and detailed knowledge about Salient’s products.
Educate Security Consultants, Architects and Engineers about regular product releases and improvements.
Engage with camera and access control partners, among others, to obtain new prospects.
Effectively manage prospective End Users from discovery and qualification through to sale.
Manage a multi-million dollar business pipeline.
Be proficient in all aspects of Salesforce CRM use and maintenance.
Maintain all reseller/integrator contact information.
Record and manage regularly scheduled meetings to ensure a growing pipeline and regular harvesting of all sales.
Establish and maintain the Opportunities database within Salesforce for prospective End Users.
Maintain critical integrity of the information surrounding all Opportunities.
Understand near term, one month, and quarterly closing opportunities to keep sales leadership fully informed on closing opportunities affecting 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 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.
Ensure regular communication with technology partners to build a successful pipeline and achieve joint sales success.
Be actively engaged with Business Development counterparts and Inside Sales support.
Assume responsibility for all qualified Opportunities developed by Business Development or Inside Sales.
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.