Job Type

Full-time

Description

About the Job. As a Channel Account Manager, you'll grow Salient's business through a network of strategic channel partners - system integrators, distributors, consultants, and technology alliances. You'll own partner recruitment, enablement, and revenue growth within your territory, working cross-functionally with sales, marketing, and product teams to drive net-new and partner-sourced pipeline.

Job Description

Partner Development & Enablement
• 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.

Revenue Generation & Opportunity Management
• 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.

Distributor, Alliance & Consultant Relationships
• 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.

Forecasting & Reporting
• 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.

What Success Looks Like
• A recruited and onboarded strategic partner portfolio within your territory, each with an active business plan.
• Consistent, accurate partner pipeline and forecast data maintained in Salesforce.
• An established quarterly business review cadence with key partners.
• A track record of meeting or exceeding quarterly partner revenue targets.

Requirements

Required Experience
• 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.
• Ability to travel 30-50%.

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.

Compensation & Benefits

Base salary of $100,000, plus a variable/commission component targeting $50,000 (On-Target Earnings of $150,000), with potential for a higher variable target up to $70,000 (OTE up to $170,000) for candidates with exceptional territory experience.

Salient Systems offers a comprehensive benefits package including medical, dental, and vision coverage, a 401(k) with company match, paid time off, and company holidays.

This range reflects Salient's good-faith estimate at the time of posting. Final compensation is determined by the candidate's experience, qualifications, and territory.