Channel Business Manager

Are you a travel enthusiast who enjoys meeting people from all over the world? Do you enjoy all aspects of the sales cycle and are motivated by exceeding your targets? Then, we offer an exciting and challenging job at Milestone Systems, a global leader in video management software. As the Channel Business Manager (CBM), you will maximize revenue in your assigned territory by working closely and independently with Milestone Systems’ ecosystem partners. The CBM aims to grow revenue by expanding Milestone’s partner network, influencing key end-user decision-makers, and providing the best level of service. 

This position's territory extends across San Diego and the Inland Empire. The ideal candidate must reside in the greater San Diego area.   Relocation is not offered at this time. 

As a Milestone employee, YOU are the key to our success. Join our dynamic International team and be a part of our rapidly growing, successful business.

Job Responsibilities

• Sales of Milestone products via our two-tier distribution channel
• Manage, develop, and expand territory reseller partner base
• Develop relationships and ongoing cooperation with territory eco-partner resources
• Develop relationships and ongoing cooperation with territory distribution partner personnel
• Prospect, develop, and expand territory A&E resources
• Grow year-over-year territory sales revenue faster than the market average and in line with annual revenue budget goals
• Provide the highest quality and time-responsive service to the territory partner base (resellers, eco partners, A&Es, and distribution personnel)
• Live the Milestone core values of Reliability, Openness, Innovation, Flexibility, and Independence and maintain the highest standard of professionalism and integrity

Job Tasks

• Travel as needed, approximately 25% of the time, and within the assigned budget
• 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
• Timely expense management and reporting to company requirements
• Monthly forecast preparation and sales pipeline review/update with sales management personnel
• Field presentations for partners and events as needed
• Developing a thorough competency of Milestone software products and demonstration equipment for daily use
• 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 ongoing coordination with National Sales Manager, Vertical Sales specialists, and Inside Channel Managers
• Project registration and project pricing management in coordination with your reseller partners and sales management personnel
• Quote generation and follow-up
• Weekly activity reporting
• Weekly sales call participation
• Regional and national trade show and event participation
• RFP/RFQ/RFI response generation and management
• Other tasks as assigned

Your Experience

To be successful in this position, you will need a strong sales background with a demonstrated history of finding new business, and nurturing existing partnerships. You will also utilize the following skills regularly:

• Bachelor’s degree and/or minimum 5 years of security or IT sales experience
• Excellent presentation skills in both small and medium audience environments
• Excellent attention to detail and documentation skills
• Demonstrated follow-up, negotiation, and closing skills
• Proven sales and demonstrated revenue growth skills
• Competent IT skills
• Experienced expense, travel, and time management skills
• Excellent organization skills
• Ability to exercise discretion and independent judgment in important matters

If you come across a role that intrigues you but doesn’t perfectly align with your resume, we encourage you to apply anyway.

Your new team

This position will join our high-performing Americas Sales Team and report to the Regional Sales Manager, West. 

Why Milestone?

Ranked on the 100 Best Companies to Work for in Oregon, Milestone offers not only great benefits but also great culture. Employees here have flexible work environments, opportunities for further education, and the ability to effect change in our Organization directly. 

The annual on-target earnings for this position range from $107,000 to $250,000, with most candidates falling in the $150,000 to $180,000 range. 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.

Milestone is committed to creating a diverse and inclusive workplace and is proud to be an equal opportunity employer.

Contact and application

Please apply at our website: www.milestonesys.com

If you have any questions, you are very welcome to contact Cindy Phillips, Talent Acquisition Partner at ciph@milestone.us

We are looking forward to receiving your application.