Company Description
Founded in 2003 and headquartered in Norfolk, Virginia, IPConfigure, Inc. is a privately held veteran-owned video surveillance research and development software company. As a developer of IP video surveillance solutions, IPConfigure offers a variety of products - all of which leverage a browser-based interface while supporting both Windows and Linux architectures and are capable of seamlessly supporting unlimited cameras, locations, and users in a centralized, distributed, or hosted architecture. IPConfigure's Orchid VMS platform and SteelFin appliances have been successfully deployed in facilities ranging from quick service restaurants to international ports, hospitals, and universities.
Job Title: Sales Executive
Department: Sales
Position: Exempt, Full-Time
Location: Remote (US) work may be considered for candidates with experience in the VMS or security industry; candidates without this experience will be expected to work onsite at our Norfolk, VA office.
Job Summary
IPConfigure is seeking a driven, strategic Sales Executive to expand our presence in the video management software (VMS) market. In this field sales role, you will lead complex sales cycles, build strong channel partnerships with security integrators, and engage end-customer economic buyers directly. As a Sales Executive, you will balance proactive pipeline creation, collaborative deal execution, and clear sales forecasting to drive sustainable revenue growth.
Duties/Responsibilities
- End-to-End Sales Leadership: Lead and orchestrate multi-stage sales cycles from initial contact to close, aligning internal resources (Solutions Architects, Operations, Technical Support) and external partners to deliver a seamless buyer experience.
- Pipeline & Opportunity Development: Proactively identify and cultivate net-new opportunities with targeted end-customers and security integrators, maintaining a robust pipeline to achieve individual growth targets.
- Strategic Channel & Integrator Engagement: Partner closely with key security integrators and resellers to maximize joint market reach, conducting enablement and prioritizing high-impact, revenue-generating partnerships.
- Deal Strategy & Buyer Engagement: Identify and map key decision-makers within customer organizations, establishing direct relationships with economic buyers and establishing mutual action plans to guide complex deals to successful closure.
- Discovery & Solution Positioning: Conduct thorough discovery meetings to understand client operational needs, present compelling product demonstrations, and engage technical specialists strategically for complex validations.
- Accountability & Sales Hygiene: Maintain accurate deal stages, close dates, and contact history within CRM, ensuring clear visibility into performance and reliable forecasting.
- Cross-Functional Collaboration: Communicate eagerly and seamlessly within IPConfigure to ensure smooth project pass-downs and maintain high levels of customer satisfaction.
Required Skills/Abilities
- Proven track record of success in B2B technology or software sales (VMS/physical security industry experience preferred).
- Strong ability to independently lead initial client discovery, present software solutions, and articulate ROI.
- Demonstrated experience working with channel partners, integrators, and multi-stakeholder enterprise buying committees.
- Familiarity with CRM platforms and disciplined pipeline management.
- Exceptional written and verbal communication skills with strong executive presence.
- Self-motivated, proactive mindset with a strong sense of personal accountability.
Education and Experience
- Bachelor's degree in Business, Sales, Marketing, or a related field (or equivalent sales experience).
- Proven track record of meeting or exceeding revenue targets in direct or channel sales roles.
Physical Requirements
- Flexibility to travel as needed to visit integrators, trade events, and end-customer sites.
- Occasionally required to lift 20-40 lbs.
- Ability to work in field environments (e.g., job sites, server rooms, rooftop installations as required).
IPConfigure, Inc. provides equal employment opportunities to all qualified persons and administers all aspects and conditions of employment without regard to race, religion, color, sex, gender, sexual orientation, pregnancy, age, national origin, ancestry, physical or mental disability, severe/morbid obesity, medical condition, military or veteran status, genetic information, marital status, ethnicity, alienage or any other protected classification, in accordance with applicable federal, state, and local laws.