OEM Sales Manager (Video Surveillance)

OEM Sales Manager – Video Surveillance / AI Confidential Client of Peskind Executive Search Peskind Executive Search is representing a high-growth technology company operating at the intersection of video surveillance, computer vision, and artificial intelligence . Our client is building a next-generation AI platform that integrates with leading IP cameras, access control systems, and physical security technologies to deliver intelligent insights for enterprise and public safety customers. As part of their continued expansion, they are seeking an OEM Sales Manager to lead strategic partnerships with hardware manufacturers and technology providers across the physical security ecosystem. This role will be responsible for identifying, developing, and managing OEM partnerships that accelerate platform adoption through embedded integrations, co-selling relationships, and joint go-to-market initiatives. Key Responsibilities OEM Partnership Development Identify and prioritize OEM partners including IP camera manufacturers, access control hardware companies, and complementary security technology providers . Develop executive-level outreach strategies and lead partnership discussions around technical integrations, co-sell opportunities, and embedded AI capabilities . Structure and negotiate partnership agreements including white-label, licensing, and strategic distribution arrangements . Evaluate technical compatibility and go-to-market alignment with prospective OEM partners. Partner Relationship Management Serve as the primary relationship owner for OEM partners, developing strong executive and operational relationships. Build and execute joint business plans with partners that define revenue targets, pipeline development, and market expansion. Conduct regular business reviews and proactively resolve challenges that may impact partnership success. Sales Enablement & Partner Training Design and deliver training programs for OEM partner sales teams covering platform value proposition, use cases, and competitive positioning . Develop partner enablement resources including sales playbooks, demo scripts, objection-handling guides, and co-branded materials . Provide ongoing support for complex deal cycles involving OEM partners. Forecasting & Channel Revenue Ownership Own revenue forecasting for the OEM partnership channel , maintaining pipeline visibility and reporting within Salesforce. Develop quarterly and annual revenue projections aligned with company growth objectives. Track OEM channel performance and implement corrective strategies where needed. Cross-Functional Collaboration Work closely with product and engineering teams to support integration requirements and relay partner feedback. Collaborate with marketing on co-marketing campaigns, joint announcements, and industry positioning initiatives . Coordinate with the direct sales organization on OEM-sourced and co-sell opportunities . Industry Engagement Represent the company at major industry events and trade shows such as ISC West, GSX, and other physical security conferences . Develop industry relationships that position the platform as a preferred AI partner for hardware manufacturers and system integrators . Ideal Background 5+ years of experience in B2B sales, channel sales, or strategic partnerships . Experience working within video surveillance, physical security, IoT, AI analytics, or enterprise SaaS environments . Demonstrated success developing OEM relationships or strategic technology partnerships . Strong ability to manage pipeline forecasting and partner-driven revenue channels. Exceptional communication skills with the ability to engage executive leadership at partner organizations . Experience with IP camera ecosystems, VMS platforms, access control technologies, or integrated security systems is highly preferred. Bachelor’s degree in Business, Engineering, or a related field preferred. Additional Details Travel: Approximately 30–50% depending on partner engagement and industry events. Environment: Fast-growing technology company with a startup mindset and significant market opportunity in AI-driven security. If this opportunity aligns with your background or if you know someone in the video surveillance / AI ecosystem who should be on our radar, please reach out directly. Peskind Executive Search Specialists in GovTech, Public Safety, AI, and Mission-Critical Technology Recruiting. #J-18808-Ljbffr Peskind Executive Search