Channel Account Specialist – Government, Video/Software

This is a fully remote position, open to applicants in Arizona, +3 more states.

📋 Description

• Drive channel orders and revenue expansion for video products, software solutions, and subscription-based licensing models within state and local government sectors.

• Evaluate regional pipeline data to pinpoint velocity constraints and collaboratively develop strategic sales initiatives with partners.

• Advocate for recurring revenue models to guide the territory network towards sustainable SaaS adoption.

• Manage the recruitment of new partners while systematically adjusting existing channel territories to optimize market penetration.

• Identify underperforming channel partners and oversee the strategic enhancement or termination of those relationships in conjunction with internal stakeholders.

• Assess market trends to identify coverage gaps within the government reseller network and proactively seek specialized technical partners.

• Create and implement comprehensive enablement plans to effectively educate partner sales and engineering teams on complex video and software functionalities.

• Work alongside internal state and local sales overlay teams to outline network capabilities and address technical gaps.

• Collaborate with the internal CMO organization to deploy brand-consistent channel marketing materials that enhance partner engagement.

⛳️ Requirements

• Bachelor's Degree with 4+ years of experience in Sales, Project Management, Customer Success, Marketing, Public Safety, Military, or 8+ years of relevant experience in these fields.

• Knowledge of video security portfolios to interpret and convey intricate hardware, analytics, and software functionalities to technical partner engineers is advantageous.

• Experience working directly within the technology procurement landscape of state, local, or federal government.

• Strong foundational experience in field enablement, channel sales training, or strategic partner recruitment.

• Observe, assess, and identify structural deficiencies within a multi-tiered reseller network.

• Develop and execute technical enablement programs that enhance partner sales capabilities.

• Ability to navigate relationships seamlessly between internal sales overlays, external resellers, and manufacturing representatives.

• Manage sensitive contract discussions, modifications, and performance-based offboarding with professionalism.

🏝️ Benefits

• Incentive Bonus Plans

• Medical, Dental, Vision benefits

• 401K with Company Match

• 10 Paid Holidays

• Generous Paid Time Off Packages

• Employee Stock Purchase Plan

• Paid Parental & Family Leave

• and more!