About the JobWhat you will be doing:The Security Distribution Director - Channel Sales is responsible for leading and expanding the company's distribution and reseller channel within the physical security industry. This role focuses on developing strategic partnerships with distributors, integrators, and channel partners to drive revenue growth, increase market share, and strengthen brand presence across key vertical markets.
The ideal candidate has deep experience in video surveillance (CCTV), access control systems, cloud-based security platforms, and Video Surveillance as a Service (VSaaS), along with a proven track record of building successful channel programs within the security distribution ecosystem.
What your primary responsibilities will be:Channel Strategy & Growth:- Develop and execute the company's distribution and channel sales strategy to drive revenue growth.
- Identify, recruit, and develop new distributors, system integrators, and reseller partners.
- Expand market penetration across commercial, enterprise, education, healthcare, and government verticals.
Partner Management:- Build and maintain strong relationships with distributors, security integrators, and channel partners.
- Develop joint business plans with key partners to drive pipeline growth and meet revenue targets.
- Support partners with product positioning, training, and sales enablement for security solutions.
Security Solutions Leadership:- Promote and support the adoption of CCTV/video surveillance systems, access control platforms, cloud-based security solutions, and VSaaS offerings.
- Provide expertise on emerging trends in cloud-managed security, remote monitoring, and subscription-based security services.
- Work with partners to develop integrated security solutions that combine video, access control, and cloud infrastructure.
Revenue & Performance Management:- Own channel revenue targets and maintain a strong sales pipeline through partner networks.
- Monitor partner performance and implement initiatives to maximize partner productivity.
- Manage channel programs including pricing structures, incentives, and rebate programs.
Cross-Functional Collaboration:- Partner with marketing, product management, and operations teams to ensure successful product launches and partner adoption.
- Provide market intelligence on competitive solutions and emerging technologies within the security industry.
- Support key deals by working closely with strategic partners and enterprise customers.
- Other duties as assigned.
What you will need:- 8-12+ years of experience in channel sales, distribution, or partner management within the physical security industry.
- Strong experience with CCTV/video surveillance, access control systems, cloud-based security platforms, and VSaaS solutions.
- Bachelor's degree in Business, Marketing, or related field.
- Established relationships with security distributors, integrators, and VARs.
- Proven ability to develop and grow channel partnerships that drive measurable revenue.
- Strong negotiation, strategic planning, and relationship management skills.
- Experience managing sales targets, partner programs, and go-to-market initiatives.
- Excellent analytical, presentation, and communication skills.
- Working knowledge of office software applications and sales automation tools.
- Top-notch verbal, written, and interpersonal skills.
- Ability to manage multiple tasks in a fast-paced environment.
- Excellent organizational and computer skills including computer fluency in MS Office.
- Ability to travel per business needs. Up to 50-60%.
Physical Demands:- Must be able to remain in a stationary position 50% of the time if needed.
- May be required to stand for long periods of time.
- Constantly operates a computer and possibly other work-related machinery.
- Frequent, continual, intermittent flexing, or rotation of the wrist(s) and spine including repetitive motions.
- Constantly receiving detailed information through oral communication.
- Constant talking, expressing, or exchanging ideas by means of verbal communication.
- Constant clarity of vision at near and/or far distances.
- May be exposed to outdoor weather conditions and noise levels.
- May be required to travel up to 50% of the time dependent on the role.
In addition, we offer the below benefits:- We offer full benefits (medical, dental, vision, life insurance) to make sure you take care of yourself and your family.
- A retirement contribution plan to make sure your future is taken care of.
- Parental leave when you have a new baby because let's be honest, we all need some extra sleep and cuddle time with a newborn.
- Paid Time Off to spend a day at Disneyland, sip cocktails by the beach, or maybe even just veg out in front of the TV.
- Paid Holidays because we believe in celebrating the important milestones in our country (plus some added time off to hang with loved ones or rest).
- An overly excited (but well-intentioned) HR Manager who will welcome you to the team with open arms.
