Sales Development Representatives - Channel Distribution - USA

About the role

The Sales Development Representative (SDR) - Channel Distribution serves as a dedicated pipeline development and demand generation resource aligned with Vizrt's distributor partner, operating as an embedded extension of the distributor's sales and marketing organization.

Responsibilities

• Serve as a dedicated sales development resource aligned to the distributor, exclusively focused on generating qualified pipeline opportunities within Vizrt's Channel Territory for the distributor.
• Build and maintain a consistent pipeline of qualified opportunities related to the extended TriCaster portfolio across the assigned territory.
• Identify, research, and engage target end-customer organizations aligned with Vizrt's Channel Territory and the distributor's focus segments.
• Work closely with the distributor and their channel resellers to identify potential opportunities within their installed base and prospect accounts.
• Support outbound prospecting initiatives coordinated with the distributor and their reseller partners.
• Engage directly with the distributor's reseller partners, in alignment with the distributor, to stimulate demand and uncover new opportunities.
• Help activate the distributor's reseller ecosystem by supporting prospecting initiatives, outreach programs, and targeted campaigns.
• Work collaboratively with distributor to prioritize strategic reseller partners and target accounts.
• Identify opportunities to introduce TriCaster solutions into both new organizations and existing accounts served by the distributor's partners in Vizrt's Channel Territory.
• In alignment with the distributor, proactively engage end-customers to generate interest, validate market demand, and uncover additional opportunities for reseller partners.
• Engage and qualify inbound leads originating from marketing campaigns, events, website inquiries, and distributor or reseller referrals.
• Conduct structured discovery conversations to assess opportunity potential and alignment with the TriCaster portfolio.
• Qualify leads using established frameworks (e.g., BANT or similar) before routing qualified opportunities to the distributor and appropriate reseller partners.
• Ensure all qualified opportunities are aligned with the distributor's sales motion.
• Support demand generation programs coordinated with the distributor's marketing initiatives and campaigns.
• Assist in executing outreach sequences aligned with distributor marketing activities and reseller programs.
• Collaborate with distributor and Vizrt marketing teams to support webinars, events, and targeted vertical campaigns.
• Help activate reseller participation in marketing initiatives designed to drive demand for TriCaster solutions.
• Provide insights from interactions with prospects and end-customers, to help refine targeting, messaging, and campaign effectiveness.
• Nurture early-stage opportunities until they are ready to be actively pursued by the distributor and their reseller partners.
• Ensure qualified opportunities are effectively transitioned to the appropriate distributor or reseller sales teams.
• Support early-stage opportunity progression through coordination with the distributor and relevant Vizrt internal resources.
• Contribute to consistent sell-through pipeline generation and revenue growth through the distributor's channel ecosystem.

Requirements

• Proven track record in lead generation and qualification, ideally in a Sales Development Representative (SDR) or similar role.
• Ability to engage effectively within distributor-led and multi-partner sales environments.
• Excellent verbal and written communication skills, with the ability to engage channel partners and end-customers while clearly articulating value propositions.
• Strong research and prospecting skills to quickly identify and qualify new opportunities.
• Analytical mindset with the ability to track, measure, and report on key sales and pipeline metrics.
• Strong organizational, program management, and time management skills.
• Skilled at relationship building and objection handling, with persistence and resilience in a sales environment.
• Willingness to travel occasionally for events, conferences, and networking opportunities.
• Fluent in English (Spanish is an advantage).

Skills & Qualifications

• Required:
• Proven track record in lead generation and qualification, ideally in a Sales Development Representative (SDR) or similar role.
• Ability to engage effectively within distributor-led and multi-partner sales environments.
• Excellent verbal and written communication skills, with the ability to engage channel partners and end-customers while clearly articulating value propositions.
• Strong research and prospecting skills to quickly identify and qualify new opportunities.
• Analytical mindset with the ability to track, measure, and report on key sales and pipeline metrics.
• Strong organizational, program management, and time management skills.
• Skilled at relationship building and objection handling, with persistence and resilience in a sales environment.
• Willingness to travel occasionally for events, conferences, and networking opportunities.
• Fluent in English (Spanish is an advantage).
• Preferred:
• Bachelor's degree in Business, Marketing, or a related field.
• Experience working within a channel-driven or distributor-led sales model.
• Exposure to ProAV, live production technology, or broadcast markets.
• Experience using CRM platforms (e.g., Salesforce, NetSuite) and proficiency in Microsoft Office.
• Familiarity with structured sales qualification frameworks (e.g., BANT).

Key Attributes

• High energy and enthusiasm with a goal-oriented mindset focused on driving pipeline and revenue growth.
• Self-starter with strong time management, able to prioritize effectively and work independently.
• High integrity and strong work ethic, with a commitment to continuous learning and improvement.
• Channel-first mindset with the ability to build and collaborate effectively with partner ecosystems.
• Ability to operate as a seamless extension of distributor and partner organizations.
• Comfortable working across distributed teams and multi-partner environments.
• Data-driven mindset focused on measurable pipeline development and partner activation.
• Collaborative, adaptable, and effective in fast-paced sales environments.

Benefits

Affordable health insurance, paid time off, professional development opportunities, and a supportive work environment.