Channel Sales Executive – Pelco Northeast

Job Description

Reporting to the Pelco Regional Sales Director, Northeast, the Channel Sales Executive serves as the primary point of contact for all Pelco sales initiatives within the assigned territory. This role involves proactively managing relationships with end-users, implementing strategic sales actions, and driving business growth to achieve revenue goals.

Key Responsibilities:

• Proactively identify and develop new business opportunities with end customers, fulfilled through our partner channel.
• Meet or exceed assigned revenue and project quotas, focusing on Pelco products and services.
• Promote and market Pelco solutions within the assigned territory and named accounts.
• Support sales initiatives by creating, nurturing, and responding to opportunities for Pelco products and services.
• Build and maintain a strong sales pipeline to ensure sustained business growth.
• Conduct sales calls, schedule local promotional activities, and track sales progress.
• Develop and execute targeted marketing plans, including campaigns, tradeshows, sales tools, web resources, social media outreach, and customer engagement.
• Collaborate with vertical marketing teams to identify opportunities for end-user engagement through associations, conferences, and trade events.
• Lead the development of video and analytics solutions that align with end-user needs while coordinating with internal teams and channel partners.
• Engage in daily prospecting using all available tools to expand market reach.
• Work closely with the North American Sales Team to identify key partners, integrators, and customers, ensuring the team has the necessary resources to effectively engage with prospects.
• Establish “Trusted Advisor” status with customers and Channel Partners to drive system and business development.
• Provide accurate sales forecasting on a weekly, monthly, quarterly, and annual basis.
• Maintain and update CRM data for both new and existing accounts.
• Develop and execute a comprehensive business plan for named accounts in critical infrastructure sectors, including utilities, oil & gas, energy, mining, and water ports.
• Perform additional duties as assigned.

Qualifications:

• 4+ years of experience in technical solutions sales.
• Experience in physical security solutions is a plus.
• Background in channel sales strategies and initiatives.
• Industry experience in utilities, oil & gas, energy, mining, or water ports is preferred.
• Strong technical acumen with the ability to effectively communicate product capabilities and solutions.
• Proven ability to accurately forecast revenue across multiple timeframes.
• Demonstrated track record of sales success and relationship management.
• In-depth understanding of Pelco’s go-to-market strategy and sales philosophy.
• Excellent analytical, verbal, and written communication skills.
• Strong time management skills with the ability to prioritize multiple tasks in a fast-paced environment.
• Proficiency in Microsoft and Google Apps, especially Excel/Sheets.
• Exceptional presentation skills.
• Strong computer proficiency with the ability to quickly learn and demonstrate new software solutions.
• Ability to travel within the assigned territory (~50%).
• An established client base in the assigned territory is a plus.
  

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