Channel Business Manager

Channel Business Manager – IP Video Surveillance

Be the key in unlocking business opportunities in the convergent world of Open Platform IP Video Management Systems! Join Milestone!

We offer an exciting and challenging opportunity at the world’s leading VMS company. As a Channel Business Manager (CBM), you will drive business growth and performance within your assigned territory by strategically developing our partner ecosystem and influencing key end-user decision makers.

This role is a unique blend of territory planning, partner engagement, and end-customer development. The CBM is responsible for expanding Milestone’s reach through proactive business development, identifying opportunities to grow market share, and supporting partners in building profitable Milestone-based solutions.

You are a travel enthusiast who enjoys meeting and working with people across the industry.
The successful candidate will reside in the Sacremento, CA area. No relocation assistance is provided for this position.

As a Milestone Employee, YOU are the key to our success. Come join our dynamic international team and be a part of our rapidly growing, successful business.

Responsibilities

• Develop and execute a territory business plan aligned to Milestone’s regional objectives and revenue targets.
• Drive the sale of Milestone products through a two-tier channel model, with a strong emphasis on scalable, partner-led growth.
• Manage, develop, and expand a high-performing territory partner base (resellers, distributors, eco partners).
• Build annual joint business plans with focus and growth partners to drive mutual revenue growth, partner enablement, and marketing execution.
• Identify and pursue new business opportunities by engaging with key end-user customers and influencers.
• Lead regular territory planning sessions to assess pipeline health, identify growth gaps, and prioritize high-potential partners and verticals.
• Provide the highest quality, time-responsive service to the territory ecosystem (resellers, eco partners, A&E firms, and distributors).
• Act as the territory’s strategic advisor, understanding market trends and proactively addressing gaps and opportunities.
• Live Milestone’s core values: Reliability, Openness, Innovation, Flexibility, and Independence.

Key Tasks

• Develop and maintain a documented territory business development plan, reviewed quarterly with management.
• Plan and execute partner enablement programs (sales, technical, and marketing) aligned to partner capabilities and growth potential.
• Maintain a high level of pipeline visibility, including accurate forecasting, opportunity tracking, and strategic follow-up in Milestone CRM (Salesforce).
• Collaborate with Marketing to execute regional campaigns and demand generation activities supporting territory goals.
• Coordinate with internal teams (Regional Channel Manager, Key Account Managers, Solutions Engineers, Inside Channel Managers, Sales Development Reps) to deliver joint success.
• Conduct strategic business reviews with key partners to evaluate performance, refine strategy, and align on future investment.
• Travel up to 45% within assigned territory, adhering to budget and meeting coverage plans.
• Generate quotes and assist in project pricing, including deal registration and escalations.
• Participate in weekly sales calls, territory reviews, and national/regional trade events.
• Respond to RFPs, RFQs, and RFIs as needed.

Professional Qualifications

• Bachelor’s degree and/or minimum 5 years of sales experience in the security, surveillance, or IT industries.
• Proven success in partner/channel sales and territory development.
• Strong presentation, documentation, and forecasting skills.
• Technical aptitude with experience in IP video, VMS, or related technologies preferred.
• Familiarity with CRM systems (Salesforce preferred) and sales planning tools.
• Exceptional organizational, time management, and expense tracking capabilities.

Personal Qualifications

• Strategic and analytical thinker with strong business planning acumen.
• Excellent communicator and relationship builder.
• Self-starter with a high sense of ownership and accountability.
• Values integrity, collaboration, and results.
• Adaptable and organized, able to balance multiple priorities in a dynamic environment.

Why Milestone?

Ranked on the “100 Best Companies to Work for in Oregon,” Milestone offers more than a job—we offer a collaborative, growth-oriented environment. Employees enjoy a flexible work culture, continued learning opportunities, and the ability to make meaningful contributions across our business.

We provide a comprehensive benefits package, including:

• Medical/dental/vision
• FSA and HSA options
• 401(k) with employer match
• Generous vacation and paid sick time
• Paid parental leave
• Life insurance and more

Milestone is proud to be an equal opportunity employer committed to diversity and inclusion.