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Salient Systems · 2 months ago

Regional Sales Manager (Southern California)

United States

Full-time

Remote

Mid, Senior Level

4+ years exp

Salient Systems is an innovative company specializing in video surveillance and video management systems. The Regional Sales Manager will work closely with resellers, integrators, and end users to build relationships and maximize sales results across Southern California.

ManufacturingSoftware

Responsibilities

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

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

The successful RSM will have the following specific relationship responsibilities: Resellers/Integrators – These organizations are the primary channel for sales, and the RSM is responsible for maintaining strong relationships with resellers/integrators to sell new and existing end users

The successful RSM 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 RSM will deliver qualified and developed leads to the resellers/integrators, and engage with integrator/reseller prospects provided to the RSM

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 RSM 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 RSM

The successful RSM will effectively manage the prospective End User from discovery and qualification through to sale

The successful RSM will manage a multi-million dollar business pipeline

The management of this pipeline is critical for the RSM’s success

Specific responsibilities include: The successful RSM must be proficient in all aspects of the Salesforce CRM use and maintenance

The RSM 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 RSM to maintain critical integrity of the information surrounding all Opportunities

The successful RSM 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 RSM 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 RSM must maintain all Technology Partner relationships necessary to co-develop his/her opportunity pipeline with each partner contact

As with all other RSM relationships, regular communication with these partners will ensure a successful pipeline is built and joint sales success will occur

The RSM must be actively engaged with Bus Dev counterparts and Inside Sales support and assume responsibility for all qualified Opportunities developed by either group

Qualification

Channel sales experienceVideo surveillance knowledgeSalesforce proficiencyRelationship managementPresentation skillsEmotional intelligenceNegotiation skillsOrganizational skillsAttention to detail

Required

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