Security Distribution Director (Channel Sales)

Luminys Systems Corporation•Irvine, CA

3h•Hybrid

About The Position

The Security Distribution Director – Channel Sales is responsible for leading and expanding the company’s distribution and reseller channel within the physical security industry. This role focuses on developing strategic partnerships with distributors, integrators, and channel partners to drive revenue growth, increase market share, and strengthen brand presence across key vertical markets. The ideal candidate has deep experience in video surveillance (CCTV), access control systems, cloud-based security platforms, and Video Surveillance as a Service (VSaaS), along with a proven track record of building successful channel programs within the security distribution ecosystem.

Requirements

8–12+ years of experience in channel sales, distribution, or partner management within the physical security industry.
Strong experience with CCTV/video surveillance, access control systems, cloud-based security platforms, and VSaaS solutions.
Bachelor’s degree in Business, Marketing, or related field.
Established relationships with security distributors, integrators, and VARs.
Proven ability to develop and grow channel partnerships that drive measurable revenue.
Strong negotiation, strategic planning, and relationship management skills.
Experience managing sales targets, partner programs, and go-to-market initiatives.
Excellent analytical, presentation, and communication skills.
Working knowledge of office software applications and sales automation tools.
Top-notch verbal, written, and interpersonal skills.
Ability to manage multiple tasks in a fast-paced environment.
Excellent organizational and computer skills including computer fluency in MS Office.
Ability to travel per business needs. Up to 50-60%.

Responsibilities

Develop and execute the company’s distribution and channel sales strategy to drive revenue growth.
Identify, recruit, and develop new distributors, system integrators, and reseller partners.
Expand market penetration across commercial, enterprise, education, healthcare, and government verticals.
Build and maintain strong relationships with distributors, security integrators, and channel partners.
Develop joint business plans with key partners to drive pipeline growth and meet revenue targets.
Support partners with product positioning, training, and sales enablement for security solutions.
Promote and support the adoption of CCTV/video surveillance systems, access control platforms, cloud-based security solutions, and VSaaS offerings.
Provide expertise on emerging trends in cloud-managed security, remote monitoring, and subscription-based security services.
Work with partners to develop integrated security solutions that combine video, access control, and cloud infrastructure.
Own channel revenue targets and maintain a strong sales pipeline through partner networks.
Monitor partner performance and implement initiatives to maximize partner productivity.
Manage channel programs including pricing structures, incentives, and rebate programs.
Partner with marketing, product management, and operations teams to ensure successful product launches and partner adoption.
Provide market intelligence on competitive solutions and emerging technologies within the security industry.
Support key deals by working closely with strategic partners and enterprise customers.
Other duties as assigned.