Channel Business Manager - West

Channel Business Manager – West

Milestone Systems 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 - not an entry point into the industry.

Your Role

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, ID, 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.

Key Responsibilities

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

Ideal Candidate Profile

• 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, ID, 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.

Candidate Vetting Criteria

• 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.

Additional Requirements

• 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.

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

Why Milestone?

At Milestone, you're not just selling software - you’re shaping the future of open-platform video technology. We offer competitive compensation, unmatched channel support, industry-leading products, and a culture built on transparency and trust. Join a global team that values your local expertise.

The annual on-target earnings for this position range from $165K to $185