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Milestone Systems · 18 hours ago

Channel Business Manager - West

Portland, ME

Full-time

Hybrid

Senior Level

$165K/yr - $185K/yr

7+ years exp

Milestone Systems is seeking a tenured, highly connected Channel Business Manager to own and grow their channel sales strategy across the Western US territory. The role involves maximizing revenue through ecosystem partnerships and strategic collaboration, while also representing the brand at local trade shows and ensuring alignment with internal strategies.

EventsInformation ServicesSoftwareTrainingVideo

Responsibilities

Manage and grow Milestone’s two-tier distribution channel and top-tier integration partners across the Western US (OR, HI, ID, UT, & MT)

Expand the reseller base by nurturing strong relationships with established regional integrators

Cultivate eco-partner 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 Account Managers who manage direct end-user relationships to ensure channel and client strategies are aligned and mutually beneficial

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

Qualification

Channel sales strategyPhysical security experienceVideo surveillance knowledgeSalesforce proficiencyNetworking conceptsChange leadershipPublic speakingRelationship building

Required

7+ years of experience in the VMS, physical security, or integration industries with proven success in the Western US territory

Established professional relationships with integrators, consultants, A&Es, and manufacturer reps across the area

Deep knowledge of video surveillance trends, Milestone's platform (XProtect, Arcules, Briefcam), and our ecosystem of technical integration partners

Ability to align and coordinate channel partner growth with direct end-user initiatives being led by internal Account Managers and Vertical Specialists

Active in or familiar with local and national security organizations such as ASIS International – OR, HI, ID, UT, & MT Chapters, Security Industry Association (SIA), BICSI local Chapters

Track record of navigating competitive pressures from Genetec, Avigilon, Axis, Lenel, Hanwha, and others - and turning those dynamics into opportunity

Documented performance history in the Western US physical security market

Evidence of long-standing relationships with key integrators and partners

Participation in relevant industry events and local chapter involvement

Alignment with Milestone's go-to-market strategy and channel-centric philosophy

Bachelor's degree or equivalent experience

Willingness to travel regularly within the Western US territory (~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