Channel Sales Manager

Role Summary

We are seeking an experienced Channel Sales Manager to design, build, and scale our partner-driven sales engine. This role is responsible for recruiting and managing a network of resellers, system integrators, and technology partners, and for driving measurable revenue growth through those relationships — with a particular focus on public sector and public safety markets.

Key Responsibilities

• Partner Recruitment & Onboarding

• Identify, evaluate, and recruit new channel partners including resellers, system integrators (SIs), and technology alliance partners
• Design and execute structured onboarding programs to enable partners to sell VIDIZMO's platform effectively
• Build a scalable partner tiering and certification framework

• Revenue Growth & Pipeline Management

• Own and drive channel-sourced revenue targets on a quarterly and annual basis
• Build joint pipeline with partners and actively manage deal registration, forecasting, and progression
• Support partners through complex, multi-stakeholder public sector sales cycles

• Go-to-Market Strategy

• Develop joint go-to-market plans, campaigns, and enablement content with key partners
• Collaborate with marketing to build co-branded materials, case studies, and public sector-specific positioning (e.g., public safety, law enforcement, justice, transportation)
• Identify white-space opportunities within existing partner accounts

• Partner Management & Enablement

• Conduct regular business reviews (QBRs) with partners to track performance against targets
• Provide technical and sales enablement training to ensure partners can articulate VIDIZMO's value proposition confidently
• Act as the primary escalation point for partner-related issues, ensuring high satisfaction and retention

• Commercial & Contractual Ownership

• Negotiate partner agreements, margin structures, and deal registration terms
• Ensure compliance with internal pricing, discounting, and legal guidelines
• Maintain accurate records of partner agreements, performance data, and pipeline in CRM

• Cross-Functional Collaboration

• Work closely with direct sales, product, and customer success teams to ensure a seamless partner-assisted sales motion
• Provide market feedback to product and leadership on public sector and public safety buyer needs

Required Qualifications

• Bachelor's degree in Business, Marketing, IT, or a related field (MBA preferred)
• 5+ years of experience in IT/enterprise software sales, channel sales, or partnership management
• Demonstrated, quantifiable track record of quota attainment (e.g., % of quota achieved, average deal size, peer ranking within sales team)
• Prior experience selling into the public sector required; experience in public safety (law enforcement, emergency management, justice/courts, homeland security) strongly preferred
• Experience selling SaaS or cloud-based enterprise software strongly preferred
• Proven experience building and scaling a channel/partner ecosystem from the ground up or significantly growing an existing one
• Strong understanding of government procurement processes, RFPs, and public sector buying cycles
• Excellent negotiation, relationship-building, and stakeholder management skills
• Proficiency with CRM tools (Salesforce, HubSpot, or similar) for pipeline and partner management

Preferred Qualifications

• Existing relationships with resellers or system integrators serving public safety or government agencies
• Experience with AI, video intelligence, data analytics, or related enterprise software categories
• Familiarity with FedRAMP, StateRAMP, or other public sector compliance/procurement frameworks
• Experience managing partner programs across multiple U.S. states or international markets

What We Offer

• Competitive base salary with uncapped, performance-based commission structure
• Opportunity to build and shape a channel program from an early stage
• Work with a Microsoft Solutions Partner at the forefront of AI innovation
• High-ownership culture with direct access to leadership
• Exposure to cutting-edge AI/LLM-powered enterprise products

VIDIZMO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.