Vertical Channel Account Manager - Retail

About the Job
Join a global community dedicated to ensuring safety and security through innovative technology solutions. As a Vertical Channel Account Manager within the Video Security & Access Control division, you will engage with key retail industry stakeholders to enhance customer relationships, manage sales strategies, and promote the comprehensive portfolio of the company technology. Your deep understanding of video surveillance and access control will drive sales and market share expansion, particularly among major enterprise retail accounts.

Key Responsibilities
As a Vertical Channel Account Manager, your responsibilities will include:

• Driving new and expansion revenue targets across large-scale retail accounts (e.g., grocery chains, big-box stores, department stores, specialty retail).
• Building trusted relationships with C-Suite executives, VP/Directors of Loss Prevention, Organized Retail Crime (ORC) teams, and Store Operations leadership.
• Translating complex technology concepts (e.g., Cloud vs. On-Premise VMS, AI-driven appearance search, license plate recognition) into actionable ROI opportunities for retail executives.
• Maintaining a minimum 4x–5x sales pipeline to consistently meet and exceed quarterly and annual revenue quotas.
• Analyzing market data to identify trends, develop strategic directions, and produce compelling market analysis presentations.
• Presenting the company's value proposition and demonstrating key attributes of the video security and access control portfolio effectively.
• Managing sales functions including forecasting, project registration, pipeline management through CRM, proof of concepts, demonstrations, and market positioning presentations.
• Conducting business development activities to identify new opportunities and support the regional Sales Team in maximizing efforts within assigned territories.
• Identifying product gaps that require attention from Product Management to enhance standardization within the sector, and preparing reports to convey gaps and fiscal impacts.
• Collaborating with third-party technology providers to develop integration relationships within the assigned account landscape.
• Participating in trade shows and representing the company at various marketing events.
• Conducting all required sales calls, managing local promotional work, and tracking sales activities using Salesforce.com database.
• Developing standardized vertical market presentations and sales tools that outline the company's VS&A value propositions.
• Collaborating with Applications Engineering for proof of concept and solution design needs.
• Submitting regular sales forecasts and activity reports to management.
• Performing any additional duties as necessary to meet the business needs of the division.

Basic Requirements
Candidates for the Vertical Channel Account Manager (Enterprise) role should meet the following qualifications:

• Strong understanding of the video surveillance & access control market within mid to premium brands, with at least five years of experience in this sector.
• A minimum of 5–8 years of proven B2B enterprise sales or key account management experience, preferably in physical security, video surveillance, VMS software, access control, or SaaS.
• In-depth understanding of enterprise retail landscape, especially regarding Loss Prevention (LP), Asset Protection (AP), and retail operations workflows, is highly advantageous.
• Established network of contacts in Loss Prevention and Asset Protection within major retail brands.
• A successful track record in strategic account management at all organizational levels.
• A self-motivated individual with a passion for technology and commitment to customer satisfaction.
• Strong negotiation skills, comfortable negotiating at multiple levels.
• Excellent verbal and written presentation skills to clearly communicate complex solutions to varied audiences.
• Familiarity with networking principles, IP communication, CCTV, and access control.

Travel Requirements

• Frequent international travel will be required, expected to exceed 50%.

Additional Information

• Position Type: Experienced
• Relocation: None
• Referral Payment Plan: Yes

Equal Opportunity Statement
The company is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other legally protected characteristic. We are proud of our people-first and community-focused culture, encouraging every employee to be their authentic selves and deliver their best work.