Channel Manager

This is a fully remote position, open to applicants in New York.

📋 Description

• Take charge of and implement the North America channel strategy to recruit, onboard, enable, and expand a network of resellers, systems integrators, and strategic partners.

• Establish and oversee KPIs and performance metrics for channel partners, conduct routine business reviews, monitor pipeline health and success rates, and address capability gaps.

• Enhance channel relationships through collaborative go-to-market planning, partner training, and pipeline development initiatives.

• Ensure channel partners acquire a solid understanding of LAWO’s product offerings, IP-based infrastructure strategy, and application use cases through training sessions, workshops, certifications, and continuous engagement.

• Serve as a trusted advisor to channel partners and assist regional sales teams throughout opportunity qualification, solution positioning, system design collaboration, pricing alignment, pipeline development, and deal closure.

• Foster partner-led demand generation through collaborative customer engagements, events, roadshows, and coordinated go-to-market initiatives.

• Collaborate cross-functionally with direct sales, solutions architecture, product management, and marketing teams.

• Identify opportunities in emerging verticals and fast-growing markets by leveraging industry trends, customer insights, and competitive intelligence.

• Work in alignment with the Global Channel Director on channel best practices, partner program structures, and entitlement frameworks.

• Deliver product presentations and demonstrations that clearly communicate the value of LAWO’s IP-based solutions.

• Represent LAWO at trade shows, industry conferences, and customer events.

• Provide forecasts, pipeline updates, and actionable business insights to senior management.

• Travel as necessary to achieve business objectives.

⛳️ Requirements

• Over 5 years of experience in broadcast, media technology, or live production sales, with a strong emphasis on channel or partner management and indirect sales growth across North America.

• Established relationships with North American broadcast and media channel partners are preferred.

• Demonstrated success in recruiting, developing, and scaling reseller, systems integrator, and partner ecosystems.

• Strong comprehension of broadcast and media infrastructure, including IP-based workflows, networked audio and video, routing, control systems, and live production settings.

• Experience working with broadcast infrastructure vendors, systems integrators, and solution providers, with knowledge of IP-centric technologies and industry standards such as SMPTE ST-2110.

• Ability to effectively communicate complex technical concepts to partners, customers, and internal stakeholders through presentations, training sessions, and demonstrations.

• A strategic channel mindset coupled with hands-on execution and accountability for results.

• Strong skills in partner enablement, relationship management, negotiation, and presentation, with the capability to engage both executive and engineering-level stakeholders.

• Proficient in CRM platforms, forecasting, and data-driven pipeline management.

• Collaborative, self-motivated, and comfortable working independently in a remote, matrixed global organization.

• Willingness to travel extensively within North America.

🏝️ Benefits

• Competitive salary and appealing annual bonus.

• 4 weeks of vacation, plus 12 holidays.

• Employer-sponsored Health Reimbursement Account.

• Short and long-term disability insurance.

• 401K plan with company matching.

• Opportunities for personal growth within an international environment.