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 Role The ESM role at Salient drives revenue growth by selling products/services to large End User organizations. They build strong relationships and negotiate deals with C-level decision-makers. This requires strategic thinking, a consultative approach, and excellent communication skills. A successful Enterprise Sales Manager will have a track record of surpassing targets, a deep understanding of the industry and competitive landscape, and a passion for driving business success.

Key Attributes, Talents and Characteristics for Success The role requires strong communication and negotiation skills, as well as the ability to work collaboratively with internal stakeholders. A successful ESM will be driven, goal-oriented, and able to thrive in a competitive environment.

Characteristics that are important include the following: 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 an Enterprise End User, 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.

An ESM plays a critical role in driving revenue growth for Salient. Responsibilities include developing and executing sales strategies, identifying new business opportunities, building relationships with key stakeholders, negotiating contracts, and managing the sales pipeline. Success will depend on an ability to stay up to date with industry trends, collaborate effectively with internal teams, and provide exceptional customer service. Internally, the ESM 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 An ESM is responsible for managing the sales process for large End User accounts. They develop and maintain relationships with key decision-makers and work to identify opportunities to increase revenue. This may involve facilitating integrations, negotiating contracts, and coordinating with internal Salient or End User teams to ensure customer satisfaction.

Pipeline Management The ESM will manage a multi-million-dollar business pipeline. The management of this pipeline is critical for ESM’s success. Specific responsibilities include: The ESM must be proficient in all aspects of Salesforce CRM use and maintenance. The ESM must maintain all Enterprise End User contact information, record and manage regularly scheduled meetings as required to insure a growing pipeline and regular harvesting of all sales. More specifically as to Opportunities, the ESM must understand near term, one month, and quarterly closing opportunities to keep sales leadership fully informed on closing opportunities affecting a rolling 90-day forecast going forward. The ESM must maintain Technology Partner relationships necessary to co-develop his/her opportunity pipeline with each partner contact. Requirements: Activity and Travel Being a successful ESM at Salient involves a very high level of activity and travel. An ESM should plan, more specifically, to: Conduct in person quarterly business reviews with Enterprise customers. Coordinate Enterprise customer meetings with Salient product team at least annually. Maintain an active in person customer meeting schedule every week. Maintain an active internal meeting schedule every week. Required Experience: 5-7 years of channel sales experience with manufacturer or integrator selling video surveillance. Consistent minimum performance over time in top 20% of sales peer group. Proven history of sales growth over time and of closing high value sales. Skills – General Excellent presentation abilities, and written communication and speaking skills. Proven skills to explain complex problems or solutions in an easy-to-understand way. Demonstrated emotional intelligence that enables strong relationships with end users and colleagues. Demonstrated organizational skills and very high attention to detail. Skills - Sales Proven ability to qualify end user growth opportunities. Proven ability to move opportunities through the pipeline. Proven techniques for establishing and maintaining strong relationships with end users, technology partners, consultants and key colleagues. Proven effective closing techniques for consultants and end users. Required talents to negotiate terms and close deals effectively. Skills - Technical Demonstrated understanding of the video surveillance market. Demonstrate knowledge of video surveillance systems in general, and be able to discuss features, benefits, and solution selling skills to solve end user problems or eliminate end user pain points. Demonstrate an ability to understand and explain technical aspects of video surveillance systems, including installation, integration, and troubleshooting. Preferred Experience Consistent performance over time in top 10% of sales peer group. Proven history of expanding market share in a region or territory. 6-7 years of channel sales experience with manufacturer or integrator selling video surveillance. 4-5 years of additional other experience as a sales/systems engineer, a system designer, or doing system installations, operations and support. Bachelor’s degree or higher, or equivalent experience. Additional Requirements Candidates will be subject to a background check in accordance with federal and state regulations. Candidates must possess a valid driver’s license and maintain a clean driving record throughout their employment. Compensation and Benefits Very aggressive commissions are paid for subscriptions, and Cloud Sales. Incentive income has no cap. Additional employee benefits include: Competitive Medical Benefits Employer-sponsored Life Insurance, AD&D, Short-Term and Long-Term Disability Insurance Voluntary Dental & Vision 401(k) plan Flexible PTO

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.