Job Description
Channel Business Manager - CO/WY
Milestone Systems is seeking a tenured, highly connected Channel Business Manager (CBM) to own and grow our channel sales strategy across the states of Colorado and Wyoming. This is a mature and competitive VMS market with long-established relationships and exceptional growth potential. The ideal candidate brings established relationships in physical security, video surveillance, systems integration, distribution, and technology partnerships, along with the ability to create pipeline, influence complex opportunities, and represent Milestone as a trusted open-platform leader in the field.
Your Role
As CBM, you will maximize revenue by expanding Milestone's presence through ecosystem partnerships, strategic integrator collaboration, and end-user influence. You will be the face of Milestone in Colorado and Wyoming acting as both a brand ambassador and business strategist in the field. This role reports to the Regional Channel Manager - Central.
What you Will Do
• Manage and grow Milestone's two-tier distribution channel and top-tier integration partners across the CO/WY territory.
• Expand the reseller base by nurturing strong relationships with established regional integrators (e.g., Stone Security, Convergint, Johnson Controls, Surveillance Systems Integration etc).
• Cultivate eco-partner (e.g., Axis, Bosch, Hanwha, Lenel/S2) and A&E community relationships to influence complex project opportunities.
• Represent Milestone at local and regional trade shows, industry user groups, and chapter meetings across the territory.
• Collaborate closely with Milestone's Key Account Managers who manage direct end-user relationships to ensure channel and client strategies are aligned and mutually beneficial.
• Collaborate closely with Sales Support, Sales Engineers, distribution teams, and marketing to align territory execution.
• Develop and execute annual territory business plans that identify growth opportunities, strategic priorities, target accounts, partner development initiatives, and revenue objectives.
• Maintain accurate and up-to-date records within Salesforce, including partner activities, customer engagements, opportunities, pipeline progression, and forecast updates.
• Deliver field sales presentations and strategic engagements that clearly demonstrate Milestone's value proposition.
• Forecast pipeline and territory growth in line with annual goals and broader company strategy.
• Lead with professional integrity and align with Milestone's values of Reliability, Openness, Innovation, Flexibility, and Independence.
What you Have
• Bring 7+ years of experience in the VMS, physical security, or integration industries with proven success in Colorado and/or Wyoming.
• Have established professional relationships with integrators, consultants, A&Es, and manufacturer reps across the state.
• Possess deep knowledge of video surveillance trends, Milestone's platform (XProtect, Arcules, BriefCam), and our ecosystem of technical integration partners.
• Demonstrate the ability to coordinate and align channel and end-user strategies with Account Managers, Vertical Specialists, Sales Engineers, Distribution Partners, Marketing, and Technology Partner teams to maximize customer and partner growth. Be active in or familiar with local and national security organizations such as: • ASIS International • Security Industry Association (SIA)
• Comfortable operating in a fast-paced, evolving environment with the ability to adapt strategies, embrace change, and drive adoption of new technologies and business initiatives.
• Proven experience creating and managing strategic account and partner business plans that drive measurable business outcomes.
• Have a track record of navigating competitive pressures from Genetec, Avigilon, Axis, Lenel, Hanwha, and others - and turning those dynamics into opportunity.
Nice Have's
• Bachelor's degree or equivalent experience.
• Willingness to travel regularly within Colorado/Wyoming (~50%).
• Proficiency in Salesforce with a disciplined approach to activity tracking, opportunity management, and forecasting.
• Working knowledge of networking concepts, including network architecture, common network hardware (such as servers and switches), and basic IP protocols.
• Ability to demonstrate Milestone solutions using demo tools and live environments.
• Demonstrated ability to embrace and lead change in a fast-paced, evolving organization and industry.
• Must attend and contribute to regional Milestone events, partner briefings, and user groups on a regular basis.
The annual on-target earnings for this position range from $155,000 to $185,000 (70/30 split). Pay is based on the level, location, complexity, responsibility, and job duties of the specific position and is just one component of Milestone's total compensation package. Additionally, we offer an attractive benefits package that includes medical/dental benefits, FSA or HSA, 401k with 6% Safe Harbor employer match, paid parental leave, generous PTO (20 days' vacation, 10 days paid sick time, and 12 company holidays), fully paid Short Term disability policy, fully paid Long Term disability policy, and Life Insurance. If you are selected for an interview, please feel welcome to speak to our Talent Partner about our compensation philosophy.
Contact and application
Are you excited about this opportunity? We encourage you to apply as soon as possible. We will continuously take candidates into the recruitment process continuously, and the position will remain open until a suitable candidate is found.
We look forward to receiving your application.
