Channel Account Manager West Region

Company Description

About Salient. Salient Systems develops and markets open-platform video management and surveillance software used by enterprises critical infrastructure operators and security professionals across North America and internationally. The company offers both on-premise and hybrid-cloud solutions enabling customers to deploy systems that match their operational security and compliance needs. Salients platform philosophy emphasizes ease of use and flexibility best-of-breed integrations and long-term customer value.

Salient Systems is at an inflection point. The market for video surveillance and video management is evolving rapidlyfrom camera-centric systems to software-driven platforms combining on-prem cloud analytics and enterprise integrations. Salient is well-positioned in this transition with a differentiable platform strong installed base and an executive sales team aligned around disciplined growth.

About the Job. As a Channel Account Manager youll grow Salients business through a network of strategic channel partners system integrators distributors consultants and technology alliances. Youll own partner recruitment enablement and revenue growth within your territory working cross-functionally with sales marketing and product teams to drive net-new and partner-sourced pipeline.

Job Description

Partner Development & Enablement

Recruit onboard and build executive-level relationships with strategic channel partners system integrators distributors consultants and technology alliances.

Develop and execute partner business plans identifying growth opportunities within existing accounts.

Deliver sales technical and competitive training and coordinate certifications and onboarding programs.

Ensure partners understand Salients value proposition and can represent it confidently in the field.

Revenue Generation & Opportunity Management

Own quarterly and annual partner revenue targets driving both partner-sourced and net-new pipeline.

Increase wallet share within existing accounts and support competitive replacement opportunities.

Manage deal registration pricing and proposal strategy and coordinate resources to win strategic deals.

Track opportunity progression through the sales cycle in partnership with assigned partners.

Distributor Alliance & Consultant Relationships

Build relationships with distributor sales teams; conduct joint account planning and joint marketing campaigns.

Leverage technology partnerships to create new opportunities.

Develop relationships with security consultants and A&E firms to promote inclusion of Salient in specifications.

Support consultant education initiatives and track consultant-driven opportunities.

Forecasting & Reporting

Maintain accurate partner opportunity data in Salesforce.

Provide monthly and quarterly forecasts and lead quarterly business reviews with key partners.

Report on partner performance against targets.

What Success Looks Like

A recruited and onboarded strategic partner portfolio within your territory each with an active business plan.

Consistent accurate partner pipeline and forecast data maintained in Salesforce.

An established quarterly business review cadence with key partners.

A track record of meeting or exceeding quarterly partner revenue targets.

Required Experience

5 years of channel sales experience.

Experience in physical security video surveillance access control networking or related technology markets.

Proven success working with system integrators and distributors.

Strong business planning and forecasting skills.

Experience with Salesforce and partner relationship management tools.

Excellent communication and presentation skills.

Ability to travel 3050%.

Additional Requirements

Candidates will be subject to a background check in accordance with federal and state regulations.

Candidates must possess a valid drivers license and maintain a clean driving record throughout their employment.

Compensation & Benefits

Base salary of $100000 plus a variable/commission component targeting $50000 (On-Target Earnings of $150000).

Salient Systems offers a comprehensive benefits package including medical dental and vision coverage a 401(k) with company match paid time off and company holidays.

This range reflects Salients good-faith estimate at the time of posting. Final compensation is determined by the candidates experience qualifications and territory.

Equal Employment Opportunity

Salient Systems is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race color sex religion sexual orientation national origin disability genetic information pregnancy or any other protected characteristic as outlined by federal state or local laws. This policy applies to all employment practices within our organization including hiring recruiting promotion termination layoff recall leave of absence compensation benefits training and transfer. Salient Systems makes hiring decisions based solely on qualifications merit and business needs at the time.