Inside Sales Representative

Description

About Salient 

Salient Systems develops and markets open-platform video management and surveillance software used by enterprises, critical infrastructure operators, and security professionals across North America and internationally. The company offers both on-premise and hybrid-cloud solutions, enabling customers to deploy systems that match their operational, security, and compliance needs. Salient’s platform philosophy emphasizes ease of use and flexibility, best-of-breed integrations, and long-term customer value.

Salient Systems is at an inflection point. The market for video surveillance and video management is evolving rapidly—from camera-centric systems to software-driven platforms combining on-prem, cloud, analytics, and enterprise integrations. Salient is well-positioned in this transition with a differentiable platform, strong installed base, and an executive sales team aligned around disciplined growth.

About the Job 

This is a high-impact Inside Sales Representative (ISR) role managing a book of partner accounts, supporting renewals, and identifying upsell opportunities across a growing product portfolio, including cloud and analytics. The ISR’s primary responsibility is renewing recurring revenue and maximizing revenue growth by delivering an exceptional customer experience within an assigned territory, with a strong focus on understanding partner needs, providing solutions, and ensuring long-term retention. You will work closely with end users and partners to uncover opportunities, support their day-to-day sales needs, and contribute directly to quarterly revenue growth.

Job Description  

SMA Renewals

• Maintain an ongoing cadence of contact with end user customers to ensure they are stable and without issues that would jeopardize SMA renewals, helping resolve issues through support or by engaging the regional sales manager or system engineer.

• Follow the required outreach cadence at key checkpoints to minimize lapse risk and keep the renewal process smooth and predictable.

• Build a strong understanding of each customer’s budget cycle and fiscal planning timeline, delivering renewal proposals with enough lead time to be incorporated into their budgeting process.

• Proactively position multi-year SMA agreements as a value-add that delivers better pricing, continuity of coverage, and a stronger long-term partnership.

• Proactively address customer concerns or objections during the renewal process to ensure a seamless experience from proposal through contract execution.

• Maintain an accurate and current renewal pipeline in Salesforce, making strategic decisions on deal prioritization, timing adjustments, and pipeline hygiene.

• Present pipeline status, renewal progress, and next steps in weekly Inside Sales team meetings and RSM 1:1s.

Growth & Expansion

• Identify and pursue upsell opportunities within existing accounts, including hardware refreshes, license upgrades, subscription and cloud add-ons, Vaidio analytics, AMAG access control, and warranty extensions.

• Encourage free activation of the customer dashboard.

• Lead business planning and system reviews with customers to drive long-term, profitable growth.

• Proactively assess, clarify, and validate end-user needs.

• Handle small- to medium-sized system designs from start to finish.

• Cross-sell complementary Salient products and solutions to deepen account penetration.

• Run targeted promotional campaigns in coordination with partner integrations.

• Independently manage the full sales cycle for predetermined SMB accounts, from prospecting through close.

Additional Responsibilities

• Stay current on Salient’s full product portfolio, including software updates and OEM/technology partner integrations, to communicate value and identify expansion opportunities.

• Partner with Technical Support to resolve customer issues that could affect renewal likelihood or account health.

• Build strong, lasting relationships with customers, resellers, and partners.

• Maintain accurate, up-to-date end-user records and opportunity data in Salesforce.

• Collaborate cross-functionally with other sales team members and departments to support overall business goals.

• Manage the general sales phone and email line.

What Success Looks Like

Performance is evaluated across three connected categories:

Revenue

• Quarterly Bookings

• Revenue Attainment (% to Plan)

• Revenue Expansion

Pipeline

• Pipeline Created

• Pipeline Coverage Ratio

• Opportunity Conversion Rate

• Forecast Accuracy

Operational

• Quote Turnaround Time

• Quote-to-Order Conversion Rate

• CRM Data Quality

• Lead Response Time

Requirements

Required Experience

• 0–2 years of experience in sales, customer service, account management, or a related field; internship or academic project experience in B2B sales is a plus.

• Bachelor’s degree in business, marketing, or a related field preferred, or equivalent practical experience.

• Familiarity with Microsoft Office; exposure to Salesforce or another CRM is a plus.

• Strong relationship-building, communication, and interpersonal skills, with the ability to engage effectively with customers, resellers, end users, and internal stakeholders.

• Coachable and eager to learn, with a genuine interest in building a career in technology sales.

• Comfortable picking up technical product concepts and translating them into value for customers.

• Organized and detail-oriented, with the ability to manage multiple priorities in a fast-paced environment.

• Energetic, outgoing, and professional demeanor with a commitment to fostering a positive, collaborative team culture aligned with company values.

Additional Requirements

Candidates will be subject to a background check in accordance with federal and state regulations. 

Equal Employment Opportunity Salient Systems is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and transfer. Salient Systems makes hiring decisions based solely on qualifications, merit, and business needs at the time.