District Sales Manager (Great Lakes)

Job Description

Job Description

Description :

About Salient The company manufactures and markets video surveillance and video management systems. Salient is an innovative entrepreneurial enterprise, having experienced its initial growth in the 2010s during the analog to IP transition of cameras. Salient offers multiple versions of its systems, including a classic on-premise version, a hybrid cloud version, and a camera to cloud solution. This enables an end user to choose the appropriate version to best meet their individual needs. The company’s products are open-architected and encourage best of breed integrations from leading software providers around the world.

About the Job The DSM job at Salient provides an opportunity for an individual early in their sales career but with experience in Inside Sales, Business Development, Outside Sales or Sales Support. The DSM will work closely with Resellers, Integrators, Security Consultants, Architects and Engineers, Technology Partners and End Users to drive sales growth and support channel activities in their designated district.

This role can be based out of either Detroit, MI metropolitan area, or Indianapolis, IN metropolitan area.

Key Attributes, Talents and Characteristics for Success

A successful DSM should be money motivated, ambitious, a team player, a hunter, and a closer.

Candidates will show strong potential in the following areas :

• Having an interest in video surveillance, security, analytics, business intelligence, and technology in general,
• Being self-motivated, self-starting, and self-improving,
• Possessing exceptional skills for presentation and communication,
• Having a mastery of the written word, attention to detail, an ability to speak well, and the ability to explain complex concepts and ideas,
• Being exceptionally organized is a key skill,
• Being able to understand the needs of a partner, a prospect, or a customer, identify specific pain points or wants, and communicate what can be done to help,
• And being able to work under pressure, to work in collaboration with others, and to provide leadership when called on to do that.

Job Description

The DSM’s responsibility is to effectively sell Salient’s products through its channel partners on both an assisted and a leveraged basis, and to maximize sales results. The successful DSM will report to an experienced sales leader overseeing a section of the US market and be part of that sales leader’s team. That leader will mentor and manage the efforts of the DSM to maximize his / her results. The DSM job combines the expansion of business through key existing users combined with a very strong emphasis on new resellers / integrators and especially on new end users. The DSM’s objectives also include maintaining important relationships in the market with security consultants, architects and engineers, and technology partners. Internally, the DSM will maintain direct relationships with his / her Sales Leader, RSMs, Sales Engineer(s), supporting Business Development team members, supporting Inside Sales Representatives, and various other support people throughout the Salient organization.

Relationship and Account Management

The successful DSM will have the following specific relationship responsibilities :

Resellers / Integrators – These organizations are the primary channel for sales, and the DSM is responsible for maintaining strong relationships with resellers / integrators to sell new and existing end users. The successful DSM will recruit the best and most responsive resellers / integrators in their region and will then maintain a steady cadence of communication and general management. The DSM will deliver qualified and developed leads to the resellers / integrators, and engage with integrator / reseller prospects provided to the DSM.

Security Consultants, Architects and Engineers - These organizations are a primary source for large prospective projects. The objective when working with these professional organizations is to get specified in the projects they are working on. The successful DSM will assist these organizations by transferring both general and detailed knowledge about Salient’s products to them, and educate them about the regular releases that provide an established cadence of steady product improvements. This knowledge transfer will enable the security consultants / A&Es to help them advise their end user clients with confidence about the purchase of video surveillance products from Salient.

Technology Partners – These organizations are a primary source for prospective projects. Engaging with camera and access control partners, among others, can create a natural process for obtaining new prospects from the technology partner. Salient is a neutral non-threatening VMS partner for both access control and camera companies without a competitive VMS or without any VMS.

End Users – Once identified as qualified prospects, End Users become a sales target for the DSM. The successful DSM will effectively manage the prospective End User from discovery and qualification through to sale.

Pipeline Management

The successful DSM will manage a multi-million dollar business pipeline. The management of this pipeline is critical for the DSM’s success. Specific responsibilities include :

This is a learning-intensive, hands-on sales development role. DSMs will be exposed to all core sales activities at Salient and gradually assume more responsibilities as they demonstrate readiness.

Requirements : Activity and Travel

Being a successful DSM at Salient involves a very high level of activity and travel. A DSM should plan, more specifically, to :

Candidates

Experience

Skills – General

Skills – Sales

Skills - Technical

Preferred Experience

Additional Requirements

Equal Employment Opportunity

Salient Systems is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and transfer. Salient Systems makes hiring decisions based solely on qualifications, merit, and business needs at the time.