Channel Manager

This is a fully remote position, open to applicants in United States, +2 more locations.

📋 Description

• Take ownership of and implement the North America channel strategy aimed at recruiting, onboarding, enabling, and expanding resellers, systems integrators, and strategic partners.

• Establish and oversee KPIs and partner performance metrics; perform business reviews, track pipeline health and win rates, and address any capability gaps.

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

• Conduct structured training sessions, workshops, certifications, and ongoing technical and commercial engagement focused on LAWO’s products and solutions.

• Provide guidance to channel partners and support regional sales in opportunity qualification, solution positioning, system design, pricing alignment, pipeline development, and deal closure.

• Propel partner-led demand generation via joint customer engagements, events, roadshows, and synchronized go-to-market efforts.

• Work in partnership with direct sales, solutions architecture, product management, and marketing teams.

• Identify opportunities within emerging verticals and high-growth markets by leveraging industry trends, customer insights, and competitive intelligence.

• Collaborate with the Global Channel Director on best practices for channels, partner program structures, and entitlement frameworks.

• Present product demonstrations and explanations of LAWO’s IP-based solutions.

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

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

• Travel as necessary to meet 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 in North America.

• Preferred extensive relationships with North American broadcast and media channel partners.

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

• Solid understanding of broadcast and media infrastructure, including IP-based workflows, networked audio and video, routing, control systems, and live production environments.

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

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

• A strategic channel mindset paired with practical execution and accountability for results.

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

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

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

• Willingness to travel extensively within North America.

🏝️ Benefits

• Competitive salary.

• Attractive annual bonus.

• 4 Weeks Vacation.

• 12 Holidays.

• Employer-sponsored Health Reimbursement Account.

• Short & Long Term Disability Insurance.

• 401K with Company Match.

• Opportunities for personal growth within an international environment.