CHANNEL SALES ENGINEER – CCTV & ELECTRONIC SECURITY

SUMMARY:
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POSITION INFO:
POSITION OVERVIEW We are seeking an experienced and commercially driven Channel Sales Engineer to join a leading provider of CCTV, electronic security and surveillance solutions. The successful candidate will be responsible for developing and managing channel partnerships, driving sales through dealers, distributors, installers and system integrators, providing technical and commercial support, and identifying new business opportunities. This is a mid-to-senior level position requiring a strong combination of CCTV industry knowledge, channel sales, business development, strategic relationship management and commercial acumen. The ideal candidate will have proven experience within the CCTV and electronic security industry, together with an established network or understanding of dealers, distributors, installers, integrators and other channel partners. The candidate should be commercially focused and capable of developing sales strategies, forecasting revenue, identifying new market opportunities and contributing to long-term business growth. KEY RESPONSIBILITIES 1. Channel Strategy & Business Development • Develop and implement effective channel sales strategies across traditional and emerging markets. • Develop channel development plans aligned with overall business and marketing objectives. • Identify new business opportunities, market segments and potential revenue streams. • Research and analyse market conditions, competitor activity, emerging technologies and industry trends. • Identify opportunities to increase revenue, market share and channel penetration. • Develop sales forecasts, growth projections and channel performance plans. • Monitor channel strategy execution and recommend adjustments where necessary. • Develop initiatives to generate leads and increase sales through channel partners. • Explore new business opportunities and strategic initiatives that support sustainable company growth. • Contribute to the development and implementation of long-term business objectives. 2. Channel Partner & Relationship Management • Build and maintain strong relationships with customers, dealers, distributors, installers, system integrators, vendors and strategic partners. • Identify, research and evaluate potential new channel partners. • Assess prospective partners based on their capabilities, market coverage, customer base, technical expertise and commercial potential. • Develop structured communication and collaboration plans for new and existing partners. • Expand and strengthen the company's dealer, distributor, installer and integrator network. • Maintain regular engagement with key regional customers and channel partners. • Gather market intelligence and customer feedback and provide actionable recommendations to management. • Work closely with channel partners to jointly promote products, generate opportunities and increase sales. • Develop and manage strategic partnerships that support long-term business growth. 3. Sales & Revenue Growth • Drive product sales and revenue growth through the channel partner network. • Develop and manage sales pipelines and proactively follow up on sales opportunities. • Support channel partners throughout the sales process, from opportunity identification through to order conversion. • Communicate product information, solutions, pricing structures and sales policies effectively. • Identify opportunities to increase customer acquisition, product penetration and market share. • Participate in commercial negotiations with dealers, distributors, agents and other channel partners. • Monitor sales activities and partner performance against agreed targets. • Develop initiatives to improve sales performance and channel productivity. • Work with sales and marketing teams to develop tools, resources and collateral that support partner sales activities. 4. Technical & Product Support • Develop in-depth knowledge of the company's CCTV and electronic security product portfolio. • Provide sales and technical support to customers and channel partners. • Understand customer requirements and recommend suitable security and surveillance solutions. • Support product demonstrations, technical presentations and customer consultations. • Assist channel partners with product positioning, solution selection and technical queries. • Maintain current knowledge of developments in CCTV, surveillance, access control and electronic security technologies. • Work closely with internal technical, product and sales teams to ensure effective customer and partner support. 5. Market Development & Brand Promotion • Execute sales and marketing plans in line with overall business objectives. • Plan and support product launches, demonstrations, exhibitions, customer events and promotional activities. • Promote the company's product portfolio and value proposition within the target market. • Develop initiatives to reach end users through channel partners. • Work with sales and marketing teams to develop effective sales tools, presentations and marketing collateral. • Monitor competitor products, pricing, market positioning and promotional activity. • Research emerging market and technology trends and identify opportunities for new products and solutions. • Recommend strategies to strengthen brand awareness and market presence. 6. Strategic Partnerships & Growth Planning • Develop and manage strategic partnerships that contribute to revenue and market growth. • Strengthen internal and external relationships to increase lead generation and market share. • Build effective cross-functional relationships between sales, marketing, technical, product and management teams. • Develop partnership strategies that support sustainable, long-term growth. • Contribute to business development plans, sales forecasts and growth projections. • Assist management in identifying strategic opportunities and potential new markets. • Present business development, marketing and growth opportunities to senior management where required. • Support the development of long-term business objectives and strategies. 7. RFPs, Proposals & Commercial Documentation • Prepare and coordinate documentation required for Requests for Proposals (RFPs), tenders and commercial opportunities. • Assist with proposals, product documentation, presentations and supporting sales materials. • Ensure customer and channel requirements are accurately captured and communicated internally. • Coordinate with relevant internal teams to ensure proposals and submissions are commercially and technically sound. 8. Reporting & Analysis • Monitor channel performance, sales activity, pipeline development and revenue forecasts. • Prepare regular sales, market and business development reports. • Analyse sales and market data to identify opportunities, risks and areas for improvement. • Assess sales, marketing, supplier and vendor operations and recommend improvements where required. • Maintain accurate records of customers, partners, opportunities and sales activities. • Provide management with regular feedback regarding market developments, competitor activity and customer requirements. REQUIRED EXPERIENCE & QUALIFICATIONS Education A Bachelor's degree or relevant diploma in one of the following fields would be advantageous: • Business Administration • Marketing • Electronic Engineering • Electrical\/Electronic Engineering • Information Technology • Computer Science • Network Communications • Finance • Sales • Or a related technical or commercial field A postgraduate or master's qualification would be advantageous but is not essential. ESSENTIAL EXPERIENCE • 5+ years' experience in sales, channel sales, business development, technical sales or a related commercial role. • Strong and demonstrable experience within the CCTV, electronic security or surveillance industry. • Proven experience developing, managing and growing channel partnerships. • Experience working with dealers, distributors, installers, system integrators, vendors or strategic business partners. • Proven track record of achieving sales, revenue or business development objectives. • Strong understanding of the CCTV and electronic security market. • Proven ability to identify and develop new business opportunities. • Experience developing sales strategies, channel plans, forecasts and growth projections. • Strong relationship management and business development capabilities. • Proficiency in Microsoft Office applications. ADVANTAGEOUS EXPERIENCE • 3–5 years' supervisory, team leadership or management experience. • Experience managing or mentoring sales\/channel teams. • Experience preparing or coordinating RFPs, tenders and commercial proposals. • Experience within security technology distribution. • Existing relationships with CCTV dealers, distributors, installers or system integrators. • Experience with strategic partnership development and market expansion. • Experience with project sales within the security or technology sector. • Relevant technical qualification in electronic\/electrical engineering, IT, networking or related fields. INDUSTRY KNOWLEDGE Experience with the following products, technologies or environments will be highly advantageous: • CCTV and video surveillance • IP cameras • Electronic security systems • Access control systems • Alarm systems • NVRs and storage solutions • Video Management Systems (VMS) • Intercom systems • Security system integration • Security equipment distribution • Dealer and installer networks • Distributor and reseller channels • Channel sales and partner management • Technical sales • Project sales KEY SKILLS & ATTRIBUTES • Strong CCTV and electronic security industry knowledge. • Strong channel sales and partner management capabilities. • Excellent business development skills. • Strong strategic thinking and commercial acumen. • Exceptional relationship-building and networking abilities. • Strong sales, negotiation and influencing skills. • Excellent communication and presentation skills. • Strong analytical, problem-solving and decision-making abilities. • Ability to identify, develop and convert new business opportunities. • Strong leadership and stakeholder-management capabilities. • Ability to develop and execute strategic growth plans. • Strong understanding of sales and marketing principles. • Highly motivated, proactive and target-driven. • Results-oriented with a strong commercial focus. • Strong organisational and time-management skills. • Ability to work independently while collaborating effectively with internal and external stakeholders. • Adaptable and able to respond effectively to changing market conditions. • Proficient in Microsoft Office. IDEAL CANDIDATE PROFILE The ideal candidate will be an experienced CCTV and electronic security sales professional with a strong understanding of the channel market and proven experience working with dealers, distributors, installers and system integrators. The successful candidate should combine technical product knowledge with strong commercial, sales and business development capabilities and be comfortable operating at both operational and strategic levels. They should be able to: • Develop and grow channel partnerships. • Open new dealer, distributor and integrator accounts. • Drive sales and revenue through channel partners. • Identify and convert new business opportunities. • Provide technical and commercial product support. • Develop sales forecasts and growth plans. • Monitor market and competitor activity. • Build strategic partnerships. • Support RFPs, tenders and commercial opportunities. • Contribute to long-term market expansion and business growth. Previous experience with a recognised CCTV, el