Channel Business Manager - West

Overview

Channel Business Manager – West at Milestone Systems. Milestone is seeking a tenured, highly connected Channel Business Manager (CBM) to own and grow our channel sales strategy across the Western US territory. This is a mature and competitive VMS market with long-established relationships and exceptional growth potential. We are seeking a proven sales leader with deep roots in the physical security and video surveillance space.

As CBM, you will maximize revenue by expanding Milestone’s presence through ecosystem partnerships, strategic integrator collaboration, and end-user influence. This remote position covers these states: OR, HI, , UT, and MT, while acting as both brand ambassador and business strategist in the field. The ideal candidate resides within the territory (with a strong preference for the Portland, OR metro area). This role reports to the Regional Channel Manager - West.

• Manage and grow Milestone’s two-tier distribution channel and top-tier integration partners across the Western US (OR, HI, , 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.

• Bring 7+ years of experience in the VMS, physical security, or integration industries with proven success in the Western US territory.
• Have established professional relationships with integrators, consultants, A&Es, and manufacturer reps across the area.
• Possess deep knowledge of video surveillance trends, Milestone’s platform (XProtect, Arcules, Briefcam), and our ecosystem of technical integration partners.
• Demonstrate the ability to align and coordinate channel partner growth with direct end-user initiatives being led by internal Account Managers and Vertical Specialists.
• Be active in or familiar with local and national security organizations such as:
  • ASIS International – OR, HI, , UT, & MT Chapters
  • Security Industry Association (SIA)
  • BICSI local Chapters
• Have a 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.

This position requires up to 50% travel, which may include domestic and international air travel as needed to fulfill business objectives.

At Milestone, you're not just selling software - you’re shaping the future of open-platform video technology. We offer competitive…