Milestone Systems · 2 months ago
Channel Business Manager - NJ&DE
, , , NJ 9999, US
Full-time
Onsite
Senior Level
$145K/yr - $165K/yr
7+ years expMilestone Systems is seeking a tenured Channel Business Manager to own and grow their channel sales strategy across New Jersey and Delaware. The role involves maximizing revenue through partnerships and collaborations while acting as a brand ambassador in the field.
EventsInformation ServicesSoftwareTrainingVideo
Responsibilities
Manage and grow Milestone’s two-tier distribution channel and top-tier integration partners across the NJ/DE territory
Expand the reseller base by nurturing strong relationships with established regional integrators (e.g., Presidio (MCA), Johnson Controls, Convergint, Paladin, Pro Tech, Securitas)
Cultivate eco-partner and A&E community relationships to influence complex project opportunities
Represent Milestone at local and regional trade shows, industry user groups, and chapter meetings across the territory
Collaborate closely with Milestone’s Account Managers who manage direct end-user relationships to ensure channel and client strategies are aligned and mutually beneficial
Deliver field sales presentations and strategic engagements that clearly demonstrate Milestone’s value proposition
Forecast pipeline and territory growth in line with annual goals and broader company strategy
Lead with professional integrity and align with Milestone’s values of Reliability, Openness, Innovation, Flexibility, and Independence
Qualification
Required
7+ years of experience in the VMS, physical security, or integration industries with proven success in the NJ and/or DE markets
Established professional relationships with integrators, consultants, A&Es, and manufacturer reps across the state
Deep knowledge of video surveillance trends, Milestone's platform (XProtect, Arcules, Briefcam), and our ecosystem of technical integration partners
Ability to align and coordinate channel partner growth with direct end-user initiatives being led by internal Account Managers and Vertical Specialists
Active in or familiar with local and national security organizations such as ASIS International – NJ & DE Chapters, Security Industry Association (SIA), BICSI NJ or DE Chapter, InfraGard NJ/DE
Track record of navigating competitive pressures from Genetec, Avigilon, Axis, Lenel, Hanwha, and others - and turning those dynamics into opportunity
Documented performance history in New Jersey and/or Delaware's physical security market
Evidence of long-standing relationships with key integrators and partners
Participation in relevant industry events and local chapter involvement
Alignment with Milestone's go-to-market strategy and channel-centric philosophy
Bachelor's degree or equivalent experience
Willingness to travel regularly within NJ and DE (~50%)
Proficiency in Salesforce with a disciplined approach to activity tracking, opportunity management, and forecasting
Working knowledge of networking concepts, including network architecture, common network hardware (such as servers and switches), and basic IP protocols
Ability to demonstrate Milestone solutions using demo tools and live environments
Demonstrated ability to embrace and lead change in a fast-paced, evolving organization and industry
Must attend and contribute to regional Milestone events, partner briefings, and user groups on a regular basis
Benefits
Medical/dental benefits
FSA or HSA
401k with 6% Safe Harbor employer match
Paid parental leave
Generous PTO (20 days' vacation, 10 days paid sick time, and 12 company holidays)
Fully paid Short Term disability policy
Fully paid Long Term disability policy
Life Insurance
Company
Milestone Systems
Milestone Systems develops open platform IP video management software, delivering easy-to-manage surveillance solutions for enterprises.
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
$27.01MKey Investors
Index Ventures
2014-06-12Acquired
2014-02-01Seed· $0.01M
2008-07-07Series A· $27M
Leadership Team
Henrik Friborg Jacobsen
Co-Founder
John Blem
Co-Founder
Recent News
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