Partner Account Manager - Growth Markets
Core
Drive business expansion across emerging markets by developing and strengthening strategic reseller, distribution, and technology partnerships to sell innovative live video solutions.
Role type
Senior B2B channel sales manager (live video solutions)
Builds
Revenue-generating opportunities through an effective partner ecosystem
Domain
Live video technology, broadcast, corporate communications, public sector, higher education
Required skills
B2B technology sales, channel sales/partner management, consultative selling, relationship building, networking, pipeline management, account planning, public-sector sales, live video technology knowledge, Salesforce proficiency
Preferred skills
Experience selling to corporate enterprise, public sector, houses of worship, creator communities, universities, collegiate sports, established relationships with AV integrators/VARs/distributors, familiarity with public-sector procurement processes, knowledge of live video technologies (bonded cellular, IP, satellite, fiber, streaming)
Responsibilities
Build and maintain long-term relationships with reseller, distribution, and integration partners; Use consultative selling techniques to generate immediate sales opportunities; Act as a trusted solutions consultant for partners and their end customers; Identify, recruit, onboard, and develop new partners; Build and manage pipelines of partner-sourced and partner-influenced opportunities; Develop account action plans and annual partner business plans; Lead joint business planning sessions, pipeline reviews, quarterly business reviews, and revenue forecasting activities; Collaborate with partners on bids, technical specifications, and commercial proposals; Maintain accurate and up-to-date opportunity records, forecasts, and partner activities within Salesforce; Develop partner competency and qualification programs; Deliver partner training and facilitate partner participation in trade shows and industry events; Coordinate with marketing teams on partner lead generation, co-marketing initiatives, and joint promotional activities; Work closely with direct sales, operations, sales engineering, and service teams to secure opportunities and ensure successful customer delivery; Monitor market developments and competitive activity, sharing relevant insights with sales, product, and marketing leadership.
Seniority
Senior, hands-on IC