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This is a remote position.
Job Description:
The Channel Sales Manager is responsible for driving revenue growth through AV/UC reseller and integrator partners within the mid-market segment. This role combines channel development, direct sales execution, and go-to-market validation, requiring a hands-on, results-driven approach.
You will be given verticals and an initial pipeline, but success depends on the ability to generate demand through partners, not just manage inbound opportunities. This is a builder + hunter role — responsible for developing partner channels while simultaneously closing deals.
The position focuses on identifying which combinations of customer segments, partner types, and sales messaging create repeatable revenue, using real-world deal execution and partner engagement to refine the go-to-market approach.
Job Duties
- Sell complex AV (Audio Visual)/Interactive Display solutions through reseller and integrator partners
- Build, activate, and grow relationships across AV/IT channel partners (VARs, MSPs, integrators)
- Generate pipeline through partner engagement and outbound efforts; identify and develop mid-market opportunities
- Develop and refine value propositions while testing customer segments, partner types, and messaging to drive repeatable revenue
- Maintain partner/customer relationships, track pipeline and forecasts, and use market insights to continuously improve sales strategy
Requirements
Job Requirements
- Bachelor’s degree or equivalent; 4+ years B2B technology sales (AV/Interactive Display preferred)
- Proven ability to generate pipeline and close deals through channel partners
- Experience succeeding without inbound demand or strong brand-driven lead flow
- Track record owning full sales cycle with personally attributable revenue results
- Ability to operate in build-stage environments
- Experience working with AV integrators, VARs, MSPs;Â existing partner relationships preferred
- Strong understanding of channel economics, partner incentives, and reseller models
- Experience selling into mid-market accounts with knowledge of IT buyers and procurement processes
- Ability to translate products into multiple value propositions and validate messaging through live deals
- Background in AV/UC or similar technologies; strong communication, negotiation, and builder + hunter mindset
- Remote Opportunity, travel required (30 - 40%).
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