Channel Business Manager - Ohio

Description

Channel Business Manager – Ohio (Critical Market)

Location: Columbus, Cleveland, or Cincinnati preferred

Milestone Systems is seeking a tenured, highly connected Channel Business Manager (CBM) to own and grow our channel sales strategy across Ohio—one of our top three U.S. revenue-generating territories. 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. You will be the face of Milestone in Ohio, acting as both a brand ambassador and business strategist in the field. This role reports to the Regional Channel Manager – Central.

Key Responsibilities

Manage and grow Milestone’s two-tier distribution channel and top-tier integration partners across the Ohio territory.

Expand the reseller base by nurturing strong relationships with established regional integrators (e.g., Presidio (MCA), Johnson Controls, Convergint, Northwestern Ohio Security Systems, Paladin, Pro Tech, Securitas).

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 Cleveland, Cincinnati, Columbus, and Dayton.

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 Ohio market.

Have established professional relationships with integrators, consultants, A&Es, and manufacturer reps across the state.

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 – Ohio Chapters (Cincinnati, Cleveland, Toledo)

• Security Industry Association (SIA)

• BICSI Ohio Chapter

• InfraGard Ohio

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 Ohio’s 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 Ohio (~25%).

Strong CRM and pipeline management skills (Salesforce preferred).

Ability to demonstrate Milestone solutions using demo tools and live environments.

Must attend and contribute to regional Milestone events, partner briefings, and user groups on a regular basis.

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 $170,000 to $188,000. 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.

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 Questions? Contact Kristen Clark-Fisher, Talent Acquisition Partner:

We look forward to receiving your application.