Regional Sales Manager – Southwest United States

At Vicon, we are building the security and monitoring solutions of the future through inventive product design and innovative engineering. With a long history serving some of the most important institutions in America, our mission is to build the best video security solutions to create a safer and smarter world.

Vicon is seeking a highly motivated, results-driven Regional Sales Manager (RSM) to lead sales growth across Arizona, Utah, Colorado, New Mexico, Texas and Louisiana.

This is a quota-carrying territory sales position responsible for developing new business, creating demand, managing channel relationships, influencing specifications and closing sales . The ideal candidate is a hunter and territory owner who creates opportunities rather than relying primarily on inbound leads or existing accounts.

• Own and execute a territory business plan to achieve or exceed assigned revenue and gross margin objectives.
• Develop and maintain a 3–4X qualified sales pipeline through proactive prospecting, networking, referrals, industry events and channel development.
• Develop direct relationships with end users, including security, IT, facilities and other decision-makers.
• Recruit, develop and manage relationships with systems integrators, resellers and channel partners.
• Develop relationships with security consultants, architects and engineers and influence Vicon's inclusion in project specifications.
• Identify competitive opportunities and develop strategies to displace incumbent manufacturers.
• Manage opportunities from initial prospecting and discovery through proposal, negotiation and close.
• Conduct customer presentations, product demonstrations, technical meetings and executive-level presentations.
• Communicate Vicon's competitive advantages, products and solutions effectively to technical and non-technical audiences.
• Use MEDDPICC principles to qualify and advance opportunities through the sales cycle.
• Maintain accurate pipeline, activity, opportunity and forecast information in Hub Spot CRM.
• Provide accurate sales forecasts and communicate territory, customer and competitive intelligence to Vicon leadership.
• Work closely with Vicon's Field Sales Engineers, Marketing, Customer Service and other internal teams to win and execute opportunities.
• Represent Vicon at trade shows, industry events, partner meetings and customer activities.
• Travel extensively throughout the territory; approximately 75% travel is expected.

You should be comfortable creating your own opportunities, selling directly to end users, and working through channel partners. You take responsibility for your territory, pipeline, follow-up, and results.

You should also be able to:

• Build relationships with executives, technical stakeholders, consultants, and integrators.
• Compete against established manufacturers and lead product-displacement opportunities.
• Present, negotiate, and communicate clearly.
• Manage a large territory with extensive travel, discipline, and limited supervision.
• Work independently while collaborating closely with the broader Vicon team.

• 5+ years of successful B2B technology or territory sales experience, preferably in a quota-carrying role.
• Physical security industry experience strongly preferred, including video surveillance, VMS, access control, networking, electronic security or related technologies.
• Experience selling through systems integrators, resellers or dealers strongly preferred.
• Experience selling directly to end users and developing new accounts required.
• Experience with security consultants, architects, engineers and project specifications preferred.
• Experience selling to government, SLED, K-12, higher education, healthcare, law enforcement, corrections or commercial markets is highly desirable.
• Experience with MEDDPICC and Hub Spot or a comparable CRM preferred.
• Strong technical understanding of video, access control, networking and software.
• Bachelor's degree in business, marketing, communications, technology or related field preferred.
• Valid driver's license and ability to travel approximately 75%.
• Ideally located within 30–45 minutes of a major airport within the territory.

Success in this role will be measured by:

• Achievement of annual revenue and margin objectives.
• Consistent development of a 3–4X qualified pipeline.
• New customer and new-logo acquisition.
• Growth of existing customer and channel-partner revenue.
• Development of consultant and A&E relationships.
• Successful competitive displacement and specification opportunities.
• Forecast accuracy and CRM discipline.
• Overall growth in Vicon's market presence and territory revenue.

This is not simply an account-management position. We are looking for someone who will own the territory, create demand, build relationships, develop opportunities, influence specifications and close business.