Channel Business Manager

Milestone Systems is looking for a Channel Business Manager to serve our India market, preferably in the eastern region. We are looking for someone who understands technology, is sales customer oriented and who knows how to add value to business partnerships. You have a personality where people remember your interactions and look for you specifically to help close a deal. You are a natural problem solver, can identify business challenges and opportunities and pull together the resources and turn them in to new revenue streams. In short you are a trusted advisor to the organizations you deal with; you solve their problems and create value for all involved.

If this sounds like you and you have a proven sales record in software and/or IT sales in fast paced environments and believe in a strong working culture, then this is an opportunity for you.

We offer an exciting and challenging job in the world’s leading IP Video Management Surveillance Company providing IP video surveillance (CCTV) solutions to your market.

The role is a Channel Business Manager (CBM), similar to a Business Development Manager, except that you have the opportunity to shape and manage the market in your territory.

As the CBM you will maximize revenue in the territories assigned by identifying and working closely with Milestone Systems’ eco-system partners, resellers and end users. The role will expect you to continue to grow revenue by expanding Milestone’s reseller partner network, increase the share-of-wallet with existing partners, influence key end-user decision makers, work with consultants whilst providing the highest level of service.

You enjoy travel, don’t mind the early starts and late finishes (to get the job done) and one who enjoys meeting and working alongside likeminded people from all over the world in a friendly environment.

As a Milestone Employee, YOU are seen as the key to our success. In fact, we have based our whole culture around individual and team success. By joining Milestone, you will be part of a dynamic international team and an integral part of our growing business. 

The candidates must be eligible to work in the India. 

Your Responsibilities:

• Sales of Milestone products via our two-tier distribution channel
• Introduce and connect Milestone solution partners to the channel
• Manage, develop and expand territory reseller partner base
• Develop and maintain relationships with Milestone solution partners
• Develop and maintain relationships with Milestone distribution partners
• Develop new and maintain existing relationships with Milestone reseller partners
• Identify and expand territory A&E /Consultant partnerships
• Grow year over year territory sales revenue faster than the market average and in line with significant annual revenue budget goals
• Provide the highest quality and time responsive service to territory partner base (resellers, eco partners, A&E’s and distribution personnel)
• Live the Milestone core values of Reliability, Openness, Innovation, Flexibility and Independence and maintain the highest standard of professional behavior and integrity

Independent Job Tasks:

• Travel as needed and within assigned budget
• Field presentations for partner and events
• Scheduling of time, meetings, travel, etc. and use of an internally shared Microsoft Outlook calendar as a basis for your schedule
• Documentation of all sales opportunities in Milestone CRM software from inception through the sales cycle to close
• Travel as needed and within assigned budget locally, regionally and to/from HQ 
• Timely expense management and reporting to company requirements
• Monthly forecast preparation and sales pipeline review/update with sales management personnel
• Distribution and follow up on leads assigned via internal process
• End user meetings and presentations in support of your territory reseller partners and eco partners
• Team interaction and on-going coordination with Country Manager, Presales specialists and Inside Channel Managers
• Project registration and project pricing management with your distributor and reseller partners 
• Quote generation, solution creation with follow up
• Weekly activity reporting
• Weekly sales call participation
• Regional and national trade show and event participation
• RFP/RFQ/RFI response generation and management

Professional Qualifications:

• Proven sales record and revenue growth driver skills
• Business level English verbal and written skills 
• Bachelor’s degree and minimum 5 years of IT and or security industry sales experience
• Excellent presentation skills in both small and medium audience environments
• Excellent attention to detail and documentation skills
• Excellent relationship management skills
• Demonstrated follow up skills, value creation and closing experience
• Competent IT technical skills
• Experienced expense, travel, and time management skills
• Excellent organization skills

Personal Skills:

• Ability to uphold organizational values and ethics
• Strategic mind-set both long and short term
• Excellent communication 
• Excellent listener
• Entrepreneurial Mindset
• Self-motivated and driven
• Loves to win a challenge
• Ability to manage stress
• Prioritization and Multi-tasking 
• Well organized
• Open and honest team player
• Excellent planning skills
• Responsible and accountable
• Ability to exercise discretion and independent judgement with important matters