Channel Business Manager - West

JOB DESCRIPTION
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 $185K. Pay is based on the level, location, complexity, responsibility, and job duties of the specific position and is just one component of Milestone's total compensation package. Additionally, we offer an attractive benefits package that includes medical/dental benefits, FSA or HSA, 401k with 6% Safe Harbor employer match, paid parental leave, generous PTO (20 days' vacation, 10 days paid sick time, and 12 company holidays), fully paid Short Term disability policy, fully paid Long Term disability policy, and Life Insurance. If you are selected for an interview, please feel welcome to speak to our Talent Partner about our compensation philosophy.
All employees must complete a background check. Employees in fiscal roles are also required to undergo a credit check. All information obtained during these checks is handled confidentially and shared only with authorized personnel.
Milestone is committed to creating a diverse and inclusive workplace and is proud to be an equal opportunity employer.
Contact and application
Are you excited about this opportunity? We encourage you to apply as soon as possible. We will continuously take candidates into the recruitment process continuously, and the position will remain open until a suitable candidate is found.
Submit your application at www.milestonesys.com.
We look forward to receiving your application.