Regional Sales Manager - Southwest United States

At Vicon, we are building the security and monitoring solutions of the future through inventive product design and innovative engineering. With a long history serving some of the most important institutions in America, our mission is to build the best video security solutions to create a safer and smarter world. The Role Vicon is seeking a highly motivated, results-driven Regional Sales Manager (RSM) to lead sales growth across Arizona, Utah, Colorado, New Mexico, Texas and Louisiana. This is a quota-carrying territory sales position responsible for developing new business, creating demand, managing channel relationships, influencing specifications and closing sales . The ideal candidate is a hunter and territory owner who creates opportunities rather than relying primarily on inbound leads or existing accounts. Key Responsibilities Own and execute a territory business plan to achieve or exceed assigned revenue and gross margin objectives. Develop and maintain a 3–4X qualified sales pipeline through proactive prospecting, networking, referrals, industry events and channel development. Develop direct relationships with end users, including security, IT, facilities and other decision-makers. Recruit, develop and manage relationships with systems integrators, resellers and channel partners. Develop relationships with security consultants, architects and engineers and influence Vicon's inclusion in project specifications. Identify competitive opportunities and develop strategies to displace incumbent manufacturers. Manage opportunities from initial prospecting and discovery through proposal, negotiation and close. Conduct customer presentations, product demonstrations, technical meetings and executive-level presentations. Communicate Vicon's competitive advantages, products and solutions effectively to technical and non-technical audiences. Use MEDDPICC principles to qualify and advance opportunities through the sales cycle. Maintain accurate pipeline, activity, opportunity and forecast information in HubSpot CRM. Provide accurate sales forecasts and communicate territory, customer and competitive intelligence to Vicon leadership. Work closely with Vicon's Field Sales Engineers, Marketing, Customer Service and other internal teams to win and execute opportunities. Represent Vicon at trade shows, industry events, partner meetings and customer activities. Travel extensively throughout the territory; approximately 75% travel is expected. Ideal Candidate You should be comfortable creating your own opportunities, selling directly to end users, and working through channel partners. You take responsibility for your territory, pipeline, follow-up, and results. You should also be able to: Build relationships with executives, technical stakeholders, consultants, and integrators. Compete against established manufacturers and lead product-displacement opportunities. Present, negotiate, and communicate clearly. Manage a large territory with extensive travel, discipline, and limited supervision. Work independently while collaborating closely with the broader Vicon team. Education & Experience 5+ years of successful B2B technology or territory sales experience, preferably in a quota-carrying role. Physical security industry experience strongly preferred, including video surveillance, VMS, access control, networking, electronic security or related technologies. Experience selling through systems integrators, resellers or dealers strongly preferred. Experience selling directly to end users and developing new accounts required. Experience with security consultants, architects, engineers and project specifications preferred. Experience selling to government, SLED, K-12, higher education, healthcare, law enforcement, corrections or commercial markets is highly desirable. Experience with MEDDPICC and HubSpot or a comparable CRM preferred. Strong technical understanding of video, access control, networking and software. Bachelor's degree in business, marketing, communications, technology or related field preferred. Valid driver's license and ability to travel approximately 75%. Ideally located within 30–45 minutes of a major airport within the territory. How Success Will Be Measured Success in this role will be measured by: Achievement of annual revenue and margin objectives. Consistent development of a 3–4X qualified pipeline. New customer and new-logo acquisition. Growth of existing customer and channel-partner revenue. Development of consultant and A&E relationships. Successful competitive displacement and specification opportunities. Forecast accuracy and CRM discipline. Overall growth in Vicon's market presence and territory revenue. This is not simply an account-management position. We are looking for someone who will own the territory, create demand, build relationships, develop opportunities, influence specifications and close business. #J-18808-Ljbffr Vicon Industries