Director of Channel Sales, North America

Responsibilities

• Set clear performance objectives, provide ongoing coaching for team members, and conduct regular pipeline and performance reviews
• Foster a culture of accountability, collaboration, and continuous improvement within the channel team
• Serve as an escalation point and executive sponsor for key partner relationships
• Drive LiveU's channel revenue plan for North America, meeting and exceeding quarterly and annual targets
• Execute a comprehensive North America channel strategy including partner segmentation, tiering, and investment priorities
• Define and manage annual channel business plans, revenue forecasts, and pipeline metrics
• Identify and recruit new channel partners aligned with LiveU's go-to-market strategy and target verticals
• Participate in executive-level quarterly business reviews and revenue forecasting activities with senior leadership
• Build and manage a healthy, predictable channel pipeline in collaboration with the sales operations team
• Partner with marketing to develop channel-ready content, campaigns, and lead-generation programs
• Work closely with product management and technical teams to provide partner and market feedback
• Collaborate with finance and legal teams to structure and maintain contractual partner agreements
• Coordinate with operations and service teams to ensure partner and end-customer satisfaction
• Represent the voice of the channel in executive strategy discussions and annual planning cycles

Requirements

• 10+ years of experience in channel sales or channel management, with at least 3 years in a people-management role
• Proven track record of building and scaling indirect channel businesses, including resellers, VARs, distributors, and systems integrators in North America
• Deep understanding of indirect channel mechanics, partner program structures, and legal obligations associated with contractual responsibilities
• Demonstrated history of exceeding channel revenue targets and developing net-new business through partner ecosystems
• Strong executive-level network within the North American technology reseller and broadcast/media technology community
• Experience with consultative selling and the ability to train and coach others in solution-based sales techniques
• Tech-savvy — able to understand and articulate complex hardware/software solutions and work confidently alongside technical sales engineers
• Experience with broadcast, media, telco, public safety, or live video technology strongly preferred
• Ability to travel across North America regularly for partner meetings, trade shows, and company events (up to 40%)
• Proficiency with CRM tools (Salesforce preferred) and channel reporting/analytics
• Bachelor’s degree in Business, Marketing, or a related field