Note: The job is a remote job and is open to candidates in USA. Salient Systems develops open-platform video management and surveillance software for enterprises, critical infrastructure operators, and security professionals. The Channel Account Manager will grow business through strategic channel partners by recruiting and enabling partners, managing revenue opportunities, and coordinating with sales, marketing, and product teams to drive partner-sourced and net-new pipeline.
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
Benefits
- Medical coverage
- Dental coverage
- Vision coverage
- 401(k) with company match
- Paid time off
- Company holidays
Company Overview