Milestone

We are seeking a highly experienced and tenured Key Account Manager to expand Milestone’s presence across the Western U.S. region. This individual will be responsible for developing and expanding strategic relationships with Fortune 1000 organizations. This role owns complex, multi-year account strategies, engages executive and senior stakeholder audiences, and drives enterprise-wide adoption through a consultative, value-based sales approach. Success is defined by long-term customer growth, retention, and the ability to navigate sophisticated buying environments in partnership with internal teams and channel partners Lead with purpose. Sell with integrity. Win with trust. As a Key Account Manager, you will work cross-functionally with internal teams, executive stakeholders, and channel partners to position our platform within Fortune 1000 organizations. Your role will blend high-level strategic planning with day-to-day deal execution and territory leadership. You will operate with autonomy and accountability across a multi-state region. This is a remote role in Western US, ideally in Southern California. What you will do: · Own and grow a portfolio of named Fortune 1000 enterprise accounts · Build trusted relationships with C-level, IT, security, and business leaders · Lead complex, high-value sales cycles across multiple stakeholders · Engage in regular strategic prospecting to win net new software business · Collaborate cross-functionally (sales, solutions engineering, partners) to deliver enterprise outcomes · Lead and influence complex sales cycles, including RFP/RFI responses, cooperative agreements · Develop and execute territory plans, revenue forecasts, and key account strategies · Maintain and grow relationships in existing accounts, focusing on multi-site expansion and cross-sell opportunities What you have: · 5+ years of experience in technology sales, with a strong preference for candidates with a background in video surveillance, access control, SaaS, or integrated security systems · Demonstrated success managing named strategic accounts with multi-year sales cycles and high deal values · Experience engaging C-level and senior executive stakeholders across IT, security, operations, and procurement · Strong background in consultative, value-based enterprise selling, including account planning and opportunity orchestration · Ability to navigate complex buying committees, procurement processes, and partner-led delivery models · Experience collaborating cross-functionally with sales engineering, marketing, and channel partners · Familiarity with CRM and forecasting tools (e.g., Salesforce) and disciplined pipeline management · Excellent communication, presentation, and negotiation skills · Ability to travel up to 25% within the Western United States What we offer: The OTE (on-target-earnings) for this position ranges from $175,000 to $190,000 range. Pay is based on experience, qualifications and location, 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. We are proud to be an equal opportunity employer. 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. Call to action: Excited to join a team that values people and innovation? Apply here, www.milestonesys.com, and submit your CV in English today. About us: Milestone Systems is a leading provider of data-driven video technology software. Our portfolio includes XProtect video management software, Arcules video surveillance as a service, and BriefCam analytics. We amplify what organizations of any size can see, do, and achieve with video. Guided by our People First mindset—freedom, inclusion, and togetherness—we always consider our employees, partners, and communities in everything we do.

Regional Sales Executive, North Central Milestone Systems, a global leader in open-platform Video Management Software (VMS), is seeking a highly skilled and strategic Regional Sales Executive (RSE), North Central to drive growth across mid-market enterprise organizations (under $1B in annual revenue). This role is designed for a true end-user–centric seller who can influence enterprise-wide surveillance strategies, lead complex discovery, and guide risk and compliance-driven modernization efforts in diverse customer environments. Covering CO, WY, ND, SD, MN, WI, NE, IA, IL, IN, OH, and MI, the RSE engages directly with end users, systems integrators, consultants, and key channel partners to build pipeline, standardize technology architectures, and shape long-term platform adoption. This position requires consultative, business-focused selling well beyond traditional feature-and-function conversations. The ideal candidate resides within the territory (preference: Minnesota, Nebraska, or Iowa). Relocation assistance is not offered at this time. This role reports to the National Sales Manager, Central. Key Responsibilities End-User Leadership & Enterprise Discovery • Engage directly with mid-market enterprise end users to uncover surveillance program requirements, risk exposure, compliance mandates, and distributed operational workflows. • Lead conversations that drive standardization of VMS platforms, analytics capabilities, device management, and future-ready architectures across the enterprise. • Present business outcomes and modernization strategies, framing tradeoffs between legacy infrastructure, sunk-cost investments, and as-a-Service models. • Influence communities of interest by connecting vertical peers, regional advocates, and industry influencers to accelerate adoption and build market momentum. Pipeline Development & Sales Execution • Identify, research, and engage prospective end users through proactive outreach, networking, territory segmentation, and industry event participation. • Build and maintain a healthy, visible pipeline with disciplined Salesforce utilization, ensuring accurate forecasting and full opportunity transparency. • Navigate complex sales cycles from discovery through validation, negotiation, and close, ensuring a predictable path to revenue. • Collaborate with integrators and distributors while maintaining direct ownership of customer discovery, opportunity creation, and solution positioning. Cross-Functional Collaboration & Channel Alignment • Partner closely with Milestone channel business managers (CBMs) to ensure all end-user opportunities are ultimately executed through Milestone’s authorized channel ecosystem. The RSE owns end-user engagement and opportunity progression; CBMs align the appropriate integrators and distributors for quoting, procurement, and project delivery. • Operate with strict adherence to Milestone’s channel-first sales model: Milestone does not sell directly to end users, and all transactions must flow through approved partners. • Partner with Solutions Engineers, Marketing, Customer Success, and Product teams to enable seamless execution, drive technical validation, and support long-term retention. • Provide customer insights to internal teams to influence product roadmap decisions and content development. Thought Leadership & Market Positioning • Represent Milestone at industry events, regional seminars, partner engagements, and vertical working groups. • Promote open-platform VMS strategy and Milestone’s role in risk mitigation, analytics readiness, and enterprise modernization. • Contribute territory-level insights to shape marketing campaigns, enablement programs, and future GTM strategy. Qualifications • Minimum 5 years of B2B sales experience with consistent success in net-new pipeline generation and complex sales cycles. • Demonstrated ability to lead discovery and engage enterprise end users across IT/security, operations, and finance. • Strong business acumen with the ability to sell outcomes, not just technology: risk reduction, compliance, operational efficiency, modernization, and cost-model transformation. • Familiarity with VMS, physical security, analytics, or related technologies strongly preferred. • Proven ability to influence executive and technical stakeholders across distributed customer organizations. • Proficiency in Salesforce with a disciplined approach to activity tracking, opportunity management, and forecasting. • Exceptional communication, presentation, and negotiation skills. • Self-driven, organized, and comfortable operating autonomously in a large geographic territory. • Willingness to travel 25–30% across the region, including overnight stays. Why Milestone? Ranked among the 100 Best Companies to Work for in Oregon, Milestone offers excellent benefits, a flexible work environment, and a distinctive People-First culture. Employees enjoy professional development opportunities and the ability to directly influence organizational growth and customer success. The annual on-target earnings for this position range from $155,000 to $170,000. Pay is based on level, location, complexity, and responsibility, and is one component of Milestone’s total compensation package. Milestone also offers medical/dental benefits, FSA or HSA, 401(k) with 6% Safe Harbor employer match, paid parental leave, generous PTO, 12 company holidays, and fully paid short- and long-term disability coverage. Milestone is committed to creating a diverse and inclusive workplace and is proud to be an equal opportunity employer. Contact & 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, and the position will remain open until a suitable candidate is found. Please apply on our website: www.milestonesys.com We look forward to receiving your application.

Solutions Engineer At Milestone Systems, what you do matters - because our work helps humans, societies, and organizations feel safer. The Solutions Engineer is where technical credibility meets revenue impact; turning complex customer requirements into solutions that win trust, accelerate decisions, and drive long-term adoption. In partnership with Sales, this role shapes the customer’s technical vision early—validating fit, removing potential technical risk from deployments through pilots and sound architecture, and clearly demonstrating the value of Milestone’s open platform. By translating business and operational challenges into reliable technical designs, the Solutions Engineer improves win rates, reduces late-stage surprises, and lays the foundation for successful implementations and satisfied customers. Location We are looking a remote-based Solutions Engineer to support the Eastern US Mid‑Atlantic region. The ideal candidate will be based in (or willing to relocate to) the Eastern US with access to a major airport. Relocation assistance is not offered at this time. Role Summary As a Solutions Engineer, you own the technical pre-sales motions, by discovering customer needs, designing end-to-end solutions, and proving value through compelling demos, architectures, and proof-of-concepts. You’ll partner closely with the Milestone Sales team to remove technical risk, build customer confidence, deliver excellent customer experiences, and move opportunities to close. What You will do (Key Responsibilities) - Deliver excellent customer experiences by providing responsive, solutions-oriented support throughout the sales cycle - Build and maintain deep expertise in Milestone products to accurately position capabilities and value to customers and partners - Develop working knowledge of open-platform software and hardware to design end-to-end solutions that meet customer requirements - Translate customer needs into documented functional and configuration requirements to ensure the proposed solution addresses key challenges - Deliver detailed, technical demonstrations and presentations that clearly explain complex solutions to varied audiences - Plan and execute pilots and proof-of-concept installations to validate technical fit and support customer decision-making - Advise sales teams during meetings and conference calls with technical guidance that moves opportunities forward - Support trade shows and exhibitions by setting up/tearing down equipment, running demos, and engaging prospects in solution discussions - Build trusted relationships with their sales counterparts, customers and partners to strengthen adoption and long-term success - Provide actionable technical feedback to support product teams to influence roadmap and improve customer outcomes - Create and execute a proactive technical territory plan that increases technical win rates across regional accounts - Deliver professional services within the assigned territory to ensure successful deployment and customer satisfaction (as needed) - Travel up to 40–50% to support customer meetings, on-site demos, and implementations across the territory What You Bring to The Team (skills/requirements) - Bachelor’s degree in technical/engineering discipline, or equivalent professional experience - Relevant IT certifications - Strong knowledge of and/or experience with cloud services - Analytical and problem-solving skills, including the ability to troubleshoot complex technical environments - Customer-facing communication skills, including the ability to explain technical concepts to non-technical stakeholders - Ability to learn new technologies quickly and stay current in a rapidly changing technical landscape - Excellent knowledge of Windows and Linux-based operating systems - Strong knowledge of server, storage and networking hardware and configuration principles - Experience with PC/Server configuration and troubleshooting - Ability to work independently, manage priorities, and apply sound technical judgment - Solution selling experience and/or training, a plus. - Valid driver’s license with a clean driving record; security clearance and/or ability to obtain, as required How you will make a difference - Bring a customer-first mindset and a commitment to delivering excellent customer experiences - Collaborate effectively across solutions engineering, sales, project management, technical support, and product teams to drive the best customer outcomes - Contribute to the solutions engineering team by staying curious and adaptable as products and technologies evolve, proactively dedicating time to lab session and continuing development. Travel: This position requires up to 40-50% travel, which may include domestic and international air travel as needed to fulfill business objectives. About the Team You’ll join a collaborative, diverse team that values knowledge sharing and innovation. Our mission is to empower the Sales organization with efficient solution design and technical expertise. We work across borders and functions, supporting each other to deliver solutions that make a real difference. How we support you: - Individual development plans aligned with your career goals - Access to training, learning resources, and certifications - Flexible working arrangements - Supportive leadership and regular feedback - Opportunities for cross-functional and cross-regional collaboration - Social activities and spaces to connect with colleagues What we offer: The annual on-target earnings for this position range from $120,000 to $134,000. Pay is based on experience, qualifications and location, 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. We are proud to be an equal opportunity employer. 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. Call to Action Excited to join a team that values people and innovation? Apply here, www.milestonesys.com, and submit your resume in English today. About Us Milestone Systems is a leading provider of data-driven video technology software. Our portfolio includes XProtect video management software, Arcules video surveillance as a service, and BriefCam analytics. We amplify what organizations of any size can see, do, and achieve with video. Guided by our People First mindset—freedom, inclusion, and togetherness—we always consider our employees, partners, and communities in everything we do.