As a Vertical Channel Account Manager, you will be responsible for driving new and expansion revenue targets across named, large-scale retail accounts including grocery chains, big-box stores, department stores, and specialty retail. This role involves building trusted relationships with C-Suite executives, VP/Directors of Loss Prevention, Organized Retail Crime (ORC) teams, and Store Operations leadership.
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You will translate complex tech concepts (e.g., Cloud vs. On-Premise VMS, AI-driven appearance search, license plate recognition) into actionable ROI for retail executives. Your responsibilities also include analyzing market data to identify trends and opportunities, developing strategic direction from market information, and creating compelling market analysis presentations.
Responsibilities:
- Maintain a minimum 4x–5x sales pipeline to meet and exceed quarterly and annual revenue quotas.
- Effectively present the company's value proposition and demonstrate key attributes of our video security and access control portfolio.
- Handle sales functions including forecasting, project registration, pipeline management through CRM, proof of concepts, demonstration, and market positioning presentations.
- Engage in business development to identify new opportunities across the respective end-user landscape specifically targeting assigned accounts.
- Conduct all required sales calls, schedule local promotional work, and track sales activities using the company's VS&A's Salesforce.com lead and project tracking software database.
- Prepare reports on product gaps and their fiscal impact to the company's Video Security & Access Control.
- Attend trade shows and participate in marketing events as necessary.
Requirements:
- 5-8+ years of proven B2B enterprise sales or key account management experience, especially within physical security, video surveillance, VMS software, access control, or SaaS.
- Strong understanding of the enterprise retail landscape, specifically in Loss Prevention (LP), Asset Protection (AP), and retail operations workflows.
- Established network of Loss Prevention / Asset Protection contacts in major retail brands.
- Excellent presentation skills, with the ability to communicate complex solutions in an informative way tailored to a varied audience.
- Willingness to travel internationally in excess of 50% as required.
Travel Requirements:
Over 50%
Position Type:
Experienced
Location:
Dubai, UAE
