Channel Sales Manager

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

📋 Description

• Identify, assess, and recruit new channel partners, including resellers, system integrators (SIs), and technology alliance partners.

• Create and implement structured onboarding programs to empower partners in effectively selling VIDIZMO's platform.

• Take ownership of and drive quarterly and annual revenue targets sourced from channels.

• Collaborate with partners to build a shared pipeline and actively manage deal registration, forecasting, and progression.

• Assist partners through intricate, multi-stakeholder public sector sales processes.

• Develop collaborative go-to-market strategies, campaigns, and enablement materials with key partners.

• Conduct regular business reviews (QBRs) with partners to monitor performance against established targets.

• Negotiate partner agreements, margin structures, and terms of deal registration.

⛳️ Requirements

• A bachelor's degree in Business, Marketing, IT, or a related field (MBA preferred).

• Over 5 years of experience in IT/enterprise software sales, channel sales, or partnership management.

• A proven and quantifiable history of meeting quotas (e.g., percentage of quota achieved, average deal size, ranking among peers within the sales team).

• Experience selling to the public sector is required; experience in public safety (law enforcement, emergency management, justice/courts, homeland security) is strongly preferred.

• Strong preference for experience in selling SaaS or cloud-based enterprise software.

• Demonstrated ability to build and expand a channel/partner ecosystem from the ground up or to significantly enhance an existing one.

• Comprehensive understanding of government procurement processes, RFPs, and public sector buying cycles.

• Exceptional negotiation, relationship-building, and stakeholder management abilities.

• Proficiency with CRM tools (Salesforce, HubSpot, or similar) for managing pipeline and partner relationships.

🏝️ Benefits

• Competitive base salary with an uncapped, performance-driven commission structure.

• Opportunity to develop and shape a channel program from its initial stages.

• Collaborate with a Microsoft Solutions Partner leading in AI innovation.

• High-ownership culture with direct access to company leadership.

• Exposure to cutting-edge AI/LLM-powered enterprise products.