Vertical Sales Manager - Critical Infrastructure

The Vertical Sales Manager (VSM) is a national, vertical-focused sales leader responsible for accelerating IQSIGHT’s growth within assigned within critical infrastructure (power, energy, & utilities). This role serves as the subject matter expert, strategist, and deal accelerator for complex, large-scale video security opportunities.

The VSM sets IQSIGHT strategy, provides thought leadership externally and internally, and provides direction to help the company increase its right to win in the vertical.  As the face of the IQSIGHT in the target vertical, this role identifies and prioritizes key target accounts within their verticals, assigns those targets to Territory Sales Managers (TSMs), and actively drives execution by ensuring opportunities are properly qualified, advanced, and closed. While TSMs retain territorial ownership, the VSM maintains accountability for vertical strategy, opportunity progression, and solution alignment.

This role requires strong vertical leadership, comfort engaging executive-level end users when needed, and the ability to coordinate internal teams and partners to accelerate complex, multi-stakeholder security initiatives.

ESSENTIAL FUNCTIONS

• Expert knowledge and ownership of the assigned industry vertical as the primary sales SME and growth leader.
• Set and execute vertical market messaging and strategy including participation in industry associations, speaking engagements, publications, events and trade shows.
• Ability to tell the IQSIGHT story to the customers in the language of their vertical and communicate the needs of the customers to IQSIGHT in our language.
• Identify and prioritize key target accounts within each vertical and assign them to the appropriate Territory Sales Managers (TSMs).
• Drive opportunity execution and accountability by requiring regular Blue Sheet updates from TSMs.
• Actively follow up on target progression to ensure opportunities advance through the sales process.
• Engage directly in large, complex, or strategically critical opportunities, including end-user meetings.
• Partner closely with Regional Directors to support TSM execution and remove barriers to deal progression.
• Build and expand relationships with end users, integrators, consultants, and distributors within assigned verticals.
• Train and enable sellers on vertical-specific use cases, buyer language, and market nuances.