Federal Channel Manager Jobs in California (NOW HIRING)

Description

Company Description

About Salient. Salient Systems develops and markets open-platform video management and surveillance software used by enterprises, critical infrastructure operators, and security professionals across North America and internationally. The company offers both on-premise and hybrid-cloud solutions, enabling customers to deploy systems that match their operational, security, and compliance needs. Salient's platform philosophy emphasizes ease of use and flexibility, best-of-breed integrations, and long-term customer value.

Salient Systems is at an inflection point. The market for video surveillance and video management is evolving rapidly-from camera-centric systems to software-driven platforms combining on-prem, cloud, analytics, and enterprise integrations. Salient is well-positioned in this transition with a differentiable platform, strong installed base, and an executive sales team aligned around disciplined growth.

About the Job. As a Channel Account Manager, you'll grow Salient's business through a network of strategic channel partners - system integrators, distributors, consultants, and technology alliances. You'll own partner recruitment, enablement, and revenue growth within your territory, working cross-functionally with sales, marketing, and product teams to drive net-new and partner-sourced pipeline.

Job Description

Partner Development & Enablement

Recruit, onboard, and build executive-level relationships with strategic channel partners - system integrators, distributors, consultants, and technology alliances.

Develop and execute partner business plans, identifying growth opportunities within existing accounts.

Deliver sales, technical, and competitive training, and coordinate certifications and onboarding programs.

Ensure partners understand Salient's value proposition and can represent it confidently in the field.

Revenue Generation & Opportunity Management

Own quarterly and annual partner revenue targets, driving both partner-sourced and net-new pipeline.

Increase wallet share within existing accounts and support competitive replacement opportunities.

Manage deal registration, pricing, and proposal strategy, and coordinate resources to win strategic deals.

Track opportunity progression through the sales cycle in partnership with assigned partners.

Distributor, Alliance & Consultant Relationships

Build relationships with distributor sales teams; conduct joint account planning and joint marketing campaigns.

Leverage technology partnerships to create new opportunities.

Develop relationships with security consultants and A&E firms to promote inclusion of Salient in specifications.

Support consultant education initiatives and track consultant-driven opportunities.

Forecasting & Reporting

Maintain accurate partner opportunity data in Salesforce.

Provide monthly and quarterly forecasts, and lead quarterly business reviews with key partners.

Report on partner performance against targets.

What Success Looks Like

A recruited and onboarded strategic partner portfolio within your territory, each with an active business plan.

Consistent, accurate partner pipeline and forecast data maintained in Salesforce.

An established quarterly business review cadence with key partners.

A track record of meeting or exceeding quarterly partner revenue targets.

Requirements

Required Experience

5+ years of channel sales experience.

Experience in physical security, video surveillance, access control, networking, or related technology markets.

Proven success working with system integrators and distributors.

Strong business planning and forecasting skills.

Experience with Salesforce and partner relationship management tools.

Excellent communication and presentation skills.

Ability to travel 30-50%.

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 & Benefits

Base salary of $100,000, plus a variable/commission component targeting $50,000 (On-Target Earnings of $150,000).

Salient Systems offers a comprehensive benefits package including medical, dental, and vision coverage, a 401(k) with company match, paid time off, and company holidays.

This range reflects Salient's good-faith estimate at the time of posting. Final compensation is determined by the candidate's experience, qualifications, and territory.

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.