Regional Sales Manager - Mid Atlantic

  About Salient

The company manufactures and markets video surveillance and video management systems. Salient is an innovative entrepreneurial enterprise, having experienced its initial growth in the 2010s during the analog to IP transition of cameras. Salient offers multiple versions of its systems, including a classic on-premise version, a hybrid cloud version, and a camera to cloud solution. This enables an end user to choose the appropriate version to best meet their individual needs. The company’s products are open-architected and encourage best of breed integrations from leading software providers around the world.

About the Job

The RSM job at Salient provides an opportunity to work closely with Resellers, Integrators, Security Consultants, Architects and Engineers, Technology Partners and End Users. A successful RSM will develop and maintain relationships with this array of industry professionals and customers and will be able to build and run a sales business with unrestricted earnings potential.

Key Attributes, Talents and Characteristics for Success

A successful RSM should be money motivated, ambitious, a team player, a hunter, and a closer.

Characteristics that are important include the following:

• Having an interest in video surveillance, security, analytics, business intelligence and technology in general,
• Being self-motivated, self-starting, and self-improving,
• Possessing exceptional skills for presentation and communication,
• Having a mastery of the written word, attention to detail, an ability to speak well, and the ability to explain complex concepts and ideas,
• Being exceptionally organized is a key skill,
• Being able to understand the needs of a partner, a prospect, or a customer, identify specific pain points or wants, and communicate what can be done to help,
• And being able to work under pressure, to work in collaboration with others, and to provide leadership when called on to do that.

Job Description

The RSM’s responsibility is to effectively sell Salient’s products through its channel partners on both an assisted and a leveraged basis, and to maximize sales results. The successful RSM will report to an experienced sales leader overseeing a section of the US market and be part of that sales leader’s team. That leader will mentor and manage the efforts of the RSM to maximize his/her results. The RSM job combines the expansion of business through key existing users combined with a very strong emphasis on new resellers/integrators and especially on new end users. The RSM’s objectives also include maintaining important relationships in the market with security consultants, architects and engineers, and technology partners. Internally, the RSM will maintain direct relationships with his/her Sales Leader, fellow RSMs, Sales Engineer(s), supporting Business Development team members, supporting Inside Sales Representatives, and various other support people throughout the Salient organization.

Relationship and Account Management

The successful RSM will have the following specific relationship responsibilities:

Resellers/Integrators – These organizations are the primary channel for sales, and the RSM is responsible for maintaining strong relationships with resellers/integrators to sell new and existing end users. The successful RSM will recruit the best and most responsive resellers/integrators in their region and will then maintain a steady cadence of communication and general management. The RSM will deliver qualified and developed leads to the resellers/integrators, and engage with integrator/reseller prospects provided to the RSM.

Security Consultants, Architects and Engineers - These organizations are a primary source for large prospective projects. The objective when working with these professional organizations is to get specified in the projects they are working on. The successful RSM will assist these organizations by transferring both general and detailed knowledge about Salient’s products to them, and educate them about the regular releases that provide an established cadence of steady product improvements. This knowledge transfer will enable the security consultants/A&Es to help them advise their end user clients with confidence about the purchase of video surveillance products from Salient.

Technology Partners – These organizations are a primary source for prospective projects. Engaging with camera and access control partners, among others, can create a natural process for obtaining new prospects from the technology partner. Salient is a neutral non-threatening VMS partner for both access control and camera companies without a competitive VMS or without any VMS.

End Users – Once identified as qualified prospects, End Users become a sales target for the RSM. The successful RSM will effectively manage the prospective End User from discovery and qualification through to sale.

Pipeline Management

The successful RSM will manage a multi-million dollar business pipeline. The management of this pipeline is critical for the RSM’s success. Specific responsibilities include:

• The successful RSM must be proficient in all aspects of the Salesforce CRM use and maintenance.
• The RSM must maintain all reseller/integrator contact information, and record and manage regularly scheduled meetings as required to insure a growing pipeline and regular harvesting of all sales.
• Prospective End Users will become Opportunities within Salesforce, and the establishment and maintenance of this database is required to achieve sales success at Salient. Your leaders will depend on the successful RSM to maintain critical integrity of the information surrounding all Opportunities. The successful RSM must understand near term, one month, and quarterly closing opportunities to keep sales leadership fully informed on closing opportunities affecting a rolling 90-day forecast going forward.
• The RSM must maintain all Security Consultant and A&E contact information and must maintain a regular cadence of lunch and learn meetings for effective knowledge transfer through presentation, demo and general education about Salient products. The maintenance of these relationships and this activity will ensure substantial growth of the consultant generated hard specified projects these professionals produce.
• The successful RSM must maintain all Technology Partner relationships necessary to co-develop his/her opportunity pipeline with each partner contact. As with all other RSM relationships, regular communication with these partners will ensure a successful pipeline is built and joint sales success will occur.
• The RSM must be actively engaged with Bus Dev counterparts and Inside Sales support and assume responsibility for all qualified Opportunities developed by either group.

Requirements

  Activity and Travel

Being a successful RSM at Salient involves a very high level of activity and travel. An RSM should plan, more specifically, to:

• Be in the field 3-4 days per week.
• Maintain an active meeting schedule every week.
• Maintain an active Security Consultant Lunch & Learns schedule every month.

Candidates Experience

• 4-5 years of channel sales experience with manufacturer or integrator selling video surveillance.
• Consistent minimum performance over time in top 20% of sales peer group.
• Proven history of sales growth over time and of closing high value sales.
• Proven history of successful recruitment, retention and sales growth with reseller and integrators, consultants, and technology partners.

Skills – General

• Excellent presentation abilities, and written communication and speaking skills.
• Proven skills to explain complex problems or solutions in an easy-to understand way.
• Demonstrated emotional intelligence that enables strong relationships with channel partners, consultants, technology partners, end users and colleagues.
• Demonstrated organizational skills and very high attention to detail.

Skills – Sales

• Proven ability to qualify end users and resellers/integrators as prospects.
• Proven ability to move prospects through your pipeline.
• Proven techniques for establishing and maintaining strong relationships with resellers/integrators, end users, technology partners. consultants, and key colleagues.
• Ability to deliver value to your technology partners and consultant relationships.
• Proven effective closing techniques for resellers/integrators, consultants, and end users.
• Required talents to negotiate terms and close deals effectively.

Skills - Technical

• Demonstrated understanding of the video surveillance market.
• Demonstrate knowledge of video surveillance systems in general, and be able to discuss features, benefits, and solution selling skills to solve end user problems or eliminate end user pain points.
• Demonstrate your ability to understand and explain technical aspects of video surveillance systems, including installation, integration, and troubleshooting.

Preferred Experience

• Consistent performance over time in top 10% of sales peer group.
• Proven history of expanding market share in a region or territory.
• 6-7 years of channel sales experience with manufacturer or integrator selling video surveillance.
• 4-5 years of additional other experience as a sales/systems engineer, a system designer, or doing system installations, operations and support.
• Bachelor’s degree or higher, or equivalent experience.

Additional Requirements

• 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.

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.