Note: The job is a remote job and is open to candidates in USA. Salient Systems develops and markets open-platform video management and surveillance software used by enterprises and security professionals. As a Channel Account Manager, you'll grow the business through strategic channel partners by recruiting, enabling, and driving revenue growth within your territory.
Responsibilities
- 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 Salient's value proposition and can represent it confidently in the field
- 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
- 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
- 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
Skills
- 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 30–50%
- 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
Benefits
- Medical, dental, and vision coverage
- A 401(k) with company match
- Paid time off
- Company holidays
Company Overview