Salient Systems · 3 months ago
District Sales Manager (Great Lakes)
United States
Full-time
Remote
Entry, Mid Level
2+ years expSalient Systems is an innovative company that manufactures and markets video surveillance and video management systems. The District Sales Manager (DSM) will drive sales growth by working closely with resellers, integrators, and end users in their designated district, while managing relationships and maintaining a robust sales pipeline.
ManufacturingSoftware
Responsibilities
The DSM’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 DSM will report to an experienced sales leader overseeing a section of the US market and be part of that sales leader’s team
The DSM 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 DSM’s objectives also include maintaining important relationships in the market with security consultants, architects and engineers, and technology partners
The successful DSM will have the following specific relationship responsibilities: Resellers/Integrators – These organizations are the primary channel for sales, and the DSM is responsible for maintaining strong relationships with resellers/integrators to sell new and existing end users
The successful DSM will recruit the best and most responsive resellers/integrators in their region and will then maintain a steady cadence of communication and general management
The DSM will deliver qualified and developed leads to the resellers/integrators, and engage with integrator/reseller prospects provided to the DSM
Security Consultants, Architects and Engineers - These organizations are a primary source for large prospective projects
The objective when working with these professional organizations is to get specified in the projects they are working on
The successful DSM will assist these organizations by transferring both general and detailed knowledge about Salient’s products to them, and educate them about the regular releases that provide an established cadence of steady product improvements
This knowledge transfer will enable the security consultants/A&Es to help them advise their end user clients with confidence about the purchase of video surveillance products from Salient
Technology Partners – These organizations are a primary source for prospective projects
Engaging with camera and access control partners, among others, can create a natural process for obtaining new prospects from the technology partner
Salient is a neutral non-threatening VMS partner for both access control and camera companies without a competitive VMS or without any VMS
End Users – Once identified as qualified prospects, End Users become a sales target for the DSM
The successful DSM will effectively manage the prospective End User from discovery and qualification through to sale
The successful DSM will manage a multi-million dollar business pipeline
The management of this pipeline is critical for the DSM’s success
Specific responsibilities include: The successful DSM must be proficient in all aspects of the Salesforce CRM use and maintenance
The DSM must 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
Prospective End Users will become Opportunities within Salesforce, and the establishment and maintenance of this database is required to achieve sales success at Salient
Your leaders will depend on the successful DSM to maintain critical integrity of the information surrounding all Opportunities
More specifically as to Opportunities, the successful DSM must understand near term, one month, and quarterly closing opportunities to keep sales leadership fully informed on closing opportunities affecting a rolling 90-day forecast going forward
The DSM must 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
The maintenance of these relationships and this activity will ensure substantial growth of the consultant generated hard specified projects these professionals produce
The successful DSM must maintain all Technology Parter relationships necessary to co-develop his/her opportunity pipeline with each partner contact
As with all other DSM relationships, regular communication with these partners will ensure a successful pipeline is built and joint sales success will occur
The DSM must be actively engaged with Bus Dev counterparts and Inside Sales support and assume responsibility for all qualified Opportunities developed by either group
This is a learning-intensive, hands-on sales development role
DSMs will be exposed to all core sales activities at Salient and gradually assume more responsibilities as they demonstrate readiness
Qualification
Required
2–4 years of inside sales, business development, or sales support experience in the video surveillance or broader security technology industry
Proven ability to support or close sales in a team-based sales structure
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
Proficiency with Salesforce
Ability to qualify prospects and support advancement through the pipeline
Support partner and prospect engagement with professionalism and clarity
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
Preferred
Consistent performance over time in top 10% of sales peer group
Proven history of expanding market share in a region or territory
1-2 years of channel sales experience with manufacturer or integrator selling video surveillance
1-2 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
Company
Salient Systems
Salient Systems is an acknowledged and trusted manufacturer of video surveillance management systems.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Robert C. Wilbur
CEO
Keith Aubele
Chief Security Officer
Recent News
2025-06-13
SecurityInformed.com
2024-05-05
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