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.

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