Area Sales Manager - Central U.S.

Account Sales Manager (ASM) - Central Region

Milestone is seeking an Area Sales Manager (ASM) serves as the regional business leader responsible for driving revenue growth, customer retention, partner success, market expansion, and operational excellence across the Central Region.

Operating as the Area Sales Manager of the assigned region, the ASM leads a cross functional organization spanning Channel Sales, End Customer Sales and Solutions Engineering. The role is accountable for regional business performance, leadership development, customer engagement, forecasting accuracy, and execution excellence.

The Area Sales Manager can be located anywhere in Central United States requiring approximately 60% travel throughout the region, including regular engagement with customers, partners, regional teams, and executive leadership. The ASM will report to the Sr. Director of Sales, USA.

Success in this role requires balancing strategic leadership with operational execution while developing high-performing teams, strengthening customer and partner relationships, and fostering a culture of accountability, collaboration, and continuous improvement.

Organizational Scope

The ASM provides leadership across:

• Channel Sales

• End Customer Sales

• Solutions Engineering

• Cross-functional business partners including Customer Success, Sales Support & Strategy, Marketing, Federal Sales, and other supporting functions

Responsibilities

Regional Business Leadership (30%)

• Own regional revenue, bookings, pipeline health, forecasting, and business performance.

• Develop and execute regional business plans aligned with U.S. sales priorities.

• Identify strategic growth opportunities across customers, partners, and target markets.

• Represent the region in executive business reviews and strategic planning activities.

Leadership, Coaching & Talent Development (25%)

• Lead, coach, and develop regional sales and technical leaders.

• Foster a culture of accountability, collaboration, and continuous improvement.

• Partner with Human Resources on recruitment, succession planning, and employee development.

• Lead organizational change while maintaining employee engagement and business performance.

Customer Strategy & Growth (20%)

• Develop customer growth, retention, and expansion strategies.

• Build executive relationships with key customers and strategic partners.

• Lead strategic account planning and enterprise customer engagement.

• Partner with Customer Success to improve customer outcomes and recurring revenue growth.

Partner & Ecosystem Development (15%)

• Strengthen strategic channel partnerships and distributor relationships.

• Drive partner-generated pipeline and collaborative business planning.

• Support national partner initiatives while ensuring regional execution.

• Expand market presence through partner engagement and enablement.

Operational Excellence & Governance (10%)

• Ensure forecasting discipline, CRM accuracy, and pipeline integrity.

• Drive effective business planning and operational governance.

• Manage regional resources and operating budgets responsibly.

• Serve as the regional escalation point for customer, partner, and operational issues.

Leadership Expectations

The Area Sales Manager is expected to:

• Lead through influence, coaching, and collaboration.

• Build high-performing teams and develop future leaders.

• Drive accountability, execution, and customer-focused decision making.

• Foster cross-functional alignment and trusted business relationships

• Demonstrate integrity, sound business judgement, and data-driven decision making.

Professional Qualifications: 

• Experience:

Bachelor's degree in Business or equivalent professional experience.

Minimum 10 years of progressive sales leadership experience.

Minimum 5 years leading managers and geographically dispersed teams.

Proven success leading channel and end-customer sales organizations.

• Strong business planning, forecasting, pipeline management, and operational leadership experience.

• Experience with CRM systems such as Salesforce preferred.

Nice to have:

Experience in physical security, video management, SaaS, cloud, or related technology industries.

Experience leading organizations operating within subscription or recurring revenue business models.

Understanding of customer lifecycle management, retention strategies, and long-term customer value creation.

Advanced leadership development or business education.

Performance Measures:

Success in this role will be measured through:

• Regional revenue and booking meetings

• Pipeline health and creation, and forecast accuracy

• Customer retention and strategic account growth

• Partner engagement and partner-generated business

• Leadership effectiveness, employee development, and succession readiness

• Operational excellence and execution against business objectives

How we support you:

• Individual development plan

• Trainings and certifications

• Flexibility

• Management support and regular pulse check survey

• Opportunities for cross- functional and cross- regional collaboration

• Social events and space to connect

What we offer:

The annual on-target earnings (OTE) for this position range from $260,000 to $310,000 (70/30 split). 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. 

    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.

    Milestone is committed to creating a diverse and inclusive workplace and is proud to be an equal opportunity employer.

    Call to Action 

    Excited to join a team that values people and innovation? We encourage you to apply as soon as possible. Applications will be reviewed on a rolling basis, and the position will remain open until filled.

    Please apply on our website: www.milestonesys.com.

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.