Our client is a US-headquartered OEM system builder that designs, configures and supports purpose-built computing for the physical security and AI markets. It builds on Tier-1 server platforms, sells its own branded appliance line, and white-labels hardware for software and technology partners.

• What they sell: NVRs and video servers, GPU-accelerated AI and analytics servers, storage, networking, workstations, video wall controllers, edge/industrial PCs and media players — plus configuration, professional services and remote device management.
• Who buys: security integrators, distributors, VMS and analytics software vendors, and enterprise end users across critical infrastructure, data centres, transport, aviation, government, healthcare, retail, banking and industrial sites.
• Scale: a network of 900+ channel partners in 50+ countries, large configuration and stocking facilities, and certifications with the leading video management platforms.
• Why now: Europe is a strategic growth priority. This hire builds the core continental territory largely from the ground up.

The opportunity

This is a hunter role, not an account-management seat. There is no inherited book of business to coast on: you will identify, open and grow new partners and end-user accounts across the region.

You will work both sides of the market. You will recruit and activate integrators, distributors and software partners as a route to market, and you will sell directly into large end users to create demand that you then pull through the channel. Success means a measurable, self-built pipeline and a growing roster of active partners within your first 12 months.

Key responsibilities

Channel development

• Identify, recruit and onboard systems integrators, value-added distributors and VMS/AI software partners in Germany, France and Benelux.
• Build joint business plans, run partner enablement and drive registered deals through to close.
• Establish relationships with regional distributors to strengthen stock, logistics and reach.

End-user business development

• Prospect and open target enterprise accounts in critical infrastructure, data centres, transport and aviation, government, banking, healthcare and industrial sectors.
• Engage security, IT and operations leaders, specifiers and consultants to get the company’s platforms written into projects and tenders.
• Pull end-user wins through the partner channel so each project grows the channel too.

Pipeline and execution

• Own the full sales cycle: prospecting, discovery, solution scoping with pre-sales engineering, pricing, negotiation and close.
• Build and manage a disciplined pipeline in the CRM with accurate forecasting.
• Represent the company at major regional trade shows (e.g. Security Essen, Expoprotection Paris, and Benelux security and IT events) and partner events.
• Feed market intelligence on competitors, pricing and opportunities back to leadership and product teams.

Candidate profile

Must have

• A proven new-business track record: you have opened markets or territories yourself and can show the numbers.
• 5+ years selling technology into the physical security, video surveillance, IT infrastructure or AI/edge computing space.
• Experience selling both through channel partners (integrators and distributors) and directly to enterprise end users.
• An existing network among integrators, distributors or end users in at least one of Germany, France or Benelux.
• Conversational English plus fluent German or French; a second territory language is a strong plus.
• Comfortable with technical conversations about servers, storage, networking and video/AI workloads.
• Self-starter able to work remotely with a US-based leadership team across time zones.

Nice to have

• Background with a VMS, video analytics, camera, server or storage vendor.
• Experience winning tenders or getting specified with consultants on large projects.
• Dutch language skills.

This role is not for you if you prefer managing an existing book, need a large local team around you, or rely on inbound leads.

What’s on offer

• Competitive base salary plus an uncapped, new-business-weighted commission plan.
• Car allowance or company car, laptop, phone and travel expenses.
• A broad, certified product portfolio and engineering support behind you, so you sell outcomes, not boxes.
• Real ownership: the chance to build the company’s continental European business and grow with it.