Channel Business Manager

This is a fully remote position, open to applicants in Nevada.

📋 Description

• Oversee and enhance Milestone’s two-tier distribution network and premier integration partners throughout Nevada.

• Broaden the reseller network by fostering connections with established regional integrators.

• Develop relationships with ecosystem partners and the A&E community to impact intricate project opportunities.

• Represent Milestone at local and regional trade exhibitions, industry user groups, and chapter meetings.

• Collaborate with Key Account Managers to synchronize channel and client strategies.

• Work closely with Sales Support, Sales Engineers, distribution teams, marketing, and technology partners for effective territory execution.

• Create and implement annual territory business plans addressing growth opportunities, priorities, target accounts, partner initiatives, and revenue goals.

• Maintain Salesforce records for partner activities, customer interactions, opportunities, pipeline progress, and forecasts.

• Present field sales demonstrations and strategic engagements that showcase Milestone’s value proposition.

• Project pipeline and territory growth in alignment with annual targets and company strategy.

• Lead with integrity and adhere to Milestone’s core values.

⛳️ Requirements

• A minimum of 7 years of experience in the VMS, physical security, or integration sectors.

• Demonstrated success in the Nevada or Southwest markets.

• Established professional connections with integrators, consultants, A&Es, and manufacturer representatives across Nevada.

• Extensive knowledge of video surveillance trends.

• Familiarity with Milestone’s XProtect, Arcules, and BriefCam platforms.

• Understanding of Milestone’s technical integration partner ecosystem.

• Capability to coordinate channel and end-user strategies among account, sales, distribution, marketing, and technology partner teams.

• Active participation in or knowledge of local and national security organizations such as ASIS International and SIA.

• Flexibility to adapt strategies, embrace change, and promote the adoption of new technologies and business initiatives.

• Experience in creating and managing strategic account and partner business plans.

• Proven ability to navigate competitive challenges from Genetec, Avigilon, Axis, Lenel, Hanwha, and others.

• A Bachelor’s degree or equivalent experience is preferred.

• Willingness to travel frequently within Nevada (~50%) is preferred.

• Proficiency in Salesforce is preferred.

• Basic understanding of networking concepts, network architecture, servers, switches, and essential IP protocols is preferred.

• Ability to demonstrate Milestone solutions using demo tools and live environments is preferred.

• Capability to embrace and drive change is preferred.

• Regular attendance and contribution to regional Milestone events, partner briefings, and user groups is required.

🏝️ Benefits

• Competitive compensation package.

• Comprehensive medical and dental benefits.

• Flexible Spending Account (FSA) or Health Savings Account (HSA).

• 401k plan with a 6% Safe Harbor employer match.

• Paid parental leave.

• Generous paid time off: 20 days of vacation, 10 days of paid sick leave, and 12 company holidays.

• Fully funded Short Term Disability policy.

• Fully funded Long Term Disability policy.

• Life Insurance coverage.

• Exceptional channel support.

• Access to industry-leading products.

• A culture founded on transparency and trust.

• A diverse and inclusive work environment.

• Commitment to equal opportunity employment.