Channel Manager
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Job Description
Channel Manager developing and growing LAWO’s indirect sales business in North America. Supporting partners with training, resources, and strategic planning to drive success in the channel.
Responsibilities:
- Own and execute the North America channel strategy to recruit, onboard, enable, and grow a high-performing ecosystem of resellers, systems integrators, and strategic partners aligned with LAWO revenue goals and regional market priorities
- Define and manage KPIs and performance metrics for channel partners, conduct regular business reviews, monitor pipeline health and win rates, and proactively address capability gaps through targeted enablement or strategic partner expansion
- Strengthen channel relationships through joint go-to-market planning, partner training, and pipeline development to accelerate mutual success
- Ensure channel partners develop strong working knowledge of LAWO’s product portfolio, IP-based infrastructure strategy, and application use cases through structured training, workshops, certifications, and ongoing technical and commercial engagement.
- Act as a trusted advisor to channel partners and support the regional sales team throughout the full sales lifecycle, including opportunity qualification, solution positioning, system design collaboration, pricing alignment, pipeline development, and deal closure
- Drive partner-led demand generation in collaboration with sales and marketing through joint customer engagements, events, roadshows, and coordinated go-to-market initiatives
- Work cross-functionally with direct sales, solutions architecture, product management, and marketing to ensure consistent messaging, effective market coverage, and a seamless partner and customer experience
- Identify and pursue opportunities in emerging verticals and high-growth markets by leveraging industry trends, customer insights, and competitive intelligence
- Maintain close alignment with the Global Channel Director to ensure consistency in channel best practices, partner program structure, and partner entitlement frameworks across regions
- Deliver compelling product presentations and demonstrations that clearly articulate the value of LAWO’s IP-based solutions
- Represent LAWO at trade shows, industry conferences, and customer events as a trusted and credible technology partner
- Provide accurate forecasts, pipeline updates, and actionable business insights to senior management
- Travel as required to meet business objectives
Requirements:
- 5+ years of experience in broadcast, media technology, or live production sales, with a strong focus on channel or partner management and indirect sales growth across North America
- Extensive relationships with North American broadcast and media channel partners preferred
- Proven track record of recruiting, developing, and scaling reseller, systems integrator, and partner ecosystems
- Strong understanding of broadcast and media infrastructure, including IP-based workflows, networked audio and video, routing, control systems, and live production environments
- Experience working with broadcast infrastructure vendors, systems integrators, and solution providers, with familiarity in IP-centric technologies and industry standards such as SMPTE ST-2110
- Ability to clearly communicate complex technical concepts to partners, customers, and internal stakeholders through presentations, training sessions, and demonstrations
- Strategic channel mindset combined with hands-on execution and accountability for results
- Strong partner enablement, relationship management, negotiation, and presentation skills, with the ability to engage both executive and engineering-level stakeholders
- Skilled in CRM platforms, forecasting, and data-driven pipeline management
- Collaborative, self-motivated, and comfortable operating independently in a remote, matrixed global organization
- Willingness to travel extensively within North America
Benefits:
- Competitive Salary and attractive annual bonus
- 4 Weeks Vacation, plus 12 Holidays
- Employer-sponsored Health Reimbursement Account
- Short & Long Term Disability Insurance
- 401K with Company Match
- Personal growth within an international environment
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