Sales Manager (West Coast, US) - Control Rooms

Our client is an established manufacturer and provider of professional display and visualization technology, delivering solutions for complex, high-performance environments across the United States.

They are looking to appoint an experienced Control Room Display Sales Manager to develop business across the Western U.S., with a particular focus on control rooms, command centres and other mission-critical visualization environments.

This is a new-business-focused sales role suited to someone who understands the wider control room and professional AV ecosystem – whether your background is in LED, large-format displays, video walls, visualization, AV systems, command and control technology or an adjacent solution.

Rather than simply managing an existing book of business, you will be expected to identify projects early, develop relationships with end users and the consultant/integrator community, and influence opportunities before they reach formal specification or RFP stage.

Target Markets

The role will develop opportunities across environments including:

• Control rooms and command centres
• Utilities and energy operations
• Manufacturing and process control
• Public safety and emergency operations
• Police, fire and traffic management
• Airport and transportation operations
• Network and security operations centres
• Corporate command and monitoring environments
• Critical infrastructure and other mission-critical facilities

Key Responsibilities

• Develop a strong pipeline of new control room, command centre and visualization opportunities across the Western U.S.
• Identify projects at an early stage and engage customers before formal tender or RFP processes begin.
• Build relationships with end users, consultants, AV integrators, engineers and other technology partners.
• Develop strategic accounts from initial prospecting through specification, partner engagement, commercial negotiation and close.
• Understand customer operational requirements and translate them into appropriate display and visualization solutions.
• Engage confidently with technical and commercial stakeholders including consultants, engineers, operations teams, procurement and senior decision-makers.
• Build and manage relationships with regional integrators and channel partners.
• Support partners through joint account planning, opportunity qualification, technical positioning and customer engagement.
• Influence specifications and project requirements through consultative, value-led selling.
• Work closely with internal engineering, project management, product and commercial teams throughout complex sales cycles.
• Maintain accurate opportunity, pipeline, forecasting and account information within CRM.
• Represent the business at customer meetings, site visits, consultant briefings, partner meetings and relevant industry events.

About You

We are interested in speaking with sales professionals who have experience selling display, visualization, AV or related technology into control room and mission-critical environments.

You do not necessarily need to come directly from an LED manufacturer. Relevant backgrounds could include video walls, LCD, dvLED, projection, visualization platforms, AV integration, control room technology or adjacent infrastructure solutions.

Ideally, you will bring:

• 5+ years of experience selling complex AV, display, visualization, control room, command centre, IT, security or mission-critical technology solutions.
• A strong understanding of how control room and visualization projects are designed, specified and purchased.
• A track record of generating net-new opportunities rather than relying solely on inbound leads or established accounts.
• Experience working through AV integrators, consultants, engineers and other channel partners.
• The ability to hold credible technical conversations around display and visualization requirements.
• Experience navigating long, specification-led sales cycles involving multiple stakeholders.
• Strong prospecting, discovery, account planning, presentation, negotiation and closing skills.
• Good commercial discipline around pipeline management, forecasting and CRM.

Existing relationships within the control room consultant, AV integrator, utilities, transportation, public safety, manufacturing or critical-infrastructure communities would be particularly valuable.

The Person

This role will suit someone who enjoys building a territory and creating opportunities rather than waiting for them to arrive.

You will be commercially driven but technically credible, capable of developing relationships from the operational level through to consultants, integrators and senior customer stakeholders.

You should also understand that major control room projects can have long and complex sales cycles. Success will require persistence, strong relationship building and the ability to position yourself early enough in a project to influence its eventual direction.

Location

The territory covers the Western United States, and candidates should ideally be located in a major metro with good access to regional airports and key customer markets.

Regular travel will be required for customer development, partner meetings, site visits, industry events and active project pursuits.