Who Would You Hire To Run Sales At A Security Manufacturer Startup?

Are we selling boxes, or software? SaaS? OEM Dahua cameras?

*I think having someone who knows how to move a specific type of product is very important*

Bryan Schmode - Revenge fueled sales

I like the Schmode comment.

I won’t put a name because it also depends on where they will end up.  Selling a software solution like SaaS through distribution is almost insane.  

Getting into distribution can be managed by a select few manufacturer rep firms with those relationships.  Then you need someone to recruit and manage them.

Getting into large integrators certainly takes relationships, but that can be started by having an interesting product or an interesting PROJECt you have sold.  (aka Lenel and Microsoft).

Are you accepting investors for your startup john? I would like to buy a 42% stake.

I have a bit of experience in this realm.  I'll leave specific names out of it too, but I have some thoughts on the topic...

It does matter what kind of product - access control is a lot different than intrusion which is different again from video. You also need to understand what your target market is - large enterprise vs SMB for example.  

My bottom line is that it's much more important to pick an area of focus for your company first, then select a sales leader appropriately.  It's not always that easily done, but I think that's the order of things.  

Janet Fenner - Dahua USA.  She has a very strong sales and marketing background having worked with several large manufacturers.

Running sales ain't about the product, folks, it's about selling.  The best person is one who knows how to put together a sales plan, get corporate buy-in, find the necessary resources, and then find the right team to implement the plan.  He or she should have a good working knowledge of CRM programs and other sales tools, and have established a reputation as one who can "bring home the bacon". 

Many good salespersons make lousy sales managers, and many technically qualified people can't sell. 

One of the best sales manger I ever met would faint in the parking lot if she had to make a sales call, but she was a superb process person, who understood enough about the products to design a campaign, knew how to run a team, and then track the results.

As Socrates said, "Nothing happens until something is sold!"

I think that hiring a head of sales that has strong existing relationships with end-users, consultants, and major integrators can be helpful, but the value of this is often greatly overrated.

I have seen numerous cases where a major player from top company (#1 or #2 in market share) is hired away by a start-up or smaller company (#50 in market share) at big bucks with the expectation that he or she can work miracles.

While the previous relationship may get the salesperson in the door for the first time, the merits of the product and company usually speak for themselves. It is rare that someone will switch to a lesser-known product just because of a previous personal relationship. After a while, the salesperson may find that it is hard to even get a return call from people who he or she previously thought of as friends. 

I'd look into some of the alarm.com people, they have some rockstars there.

Glen Gulbeck from Alarm.Com. I've only conversed with him a few times but i was really impressed and he stood out as a rockstar to me. Im not really sure if he is considered a "salesman" or one of the types that picks up the phone and goes after people like a bull dog (maybe he does?) He does put on excellent webinars, has great product knowledge and is always courteous, thorough and very responsive whenever I have questions, seems very knowledgeable, and has alot of contacts in the industry. It would be something I would want replicated in my salesteam. Like I said, im not sure if he is really into outside sales at all but he does fit alot into the description you requested.

Mitch Bolnick, Richard Gibson and Stephanie Mayes top my list.  All have experience in security sales specifically video but spanning access control, burg etc, in terms of overall knowledge.  All are knowledgable in SaaS and other cloud services and All have background working in a manufacturing environment.  All three have been my boss in the past at different companies and were my career favorites.  They have incredibly good management, multi-tasking, problem resolution, presentation skills and were appreciative and supportive of all members of the team.

Ben Cornett formerly of Honeywell.  Slam dunk.

In regards to driving sales look no further than Mr. Stephen "Shep" Sheppard.  True grit.

I would hire myself.  Cuz I'm awesome.  And I would crush it.

I feel that a mature, wise, experienced sale manager type, interested in working to get a start-up going, would consider an equity partnership, in lieu of a big salary.

Nothing incentivises a real sales performer like a modest base salary, with the potential of a big paycheck if they succeed.  "Hunger is good, and you only get to eat what you kill"