Remote Strategic Channel Manager - Security Tech Partners

Location: Remote — Southern California (Los Angeles / Orange County / Inland Empire region; San Diego metro excluded)

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.
• 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.

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…