Partner Account Manager - Growth Markets

Accountabilities

The Partner Account Manager will be responsible for developing partner relationships, expanding market presence, and driving revenue growth through indirect sales channels. Key responsibilities include:

• Build and maintain long-term relationships with reseller, distribution, and integration partners, engaging stakeholders from sales representatives to executive leadership.

• Use consultative selling techniques to generate immediate sales opportunities and support sustainable partner growth.

• Act as a trusted solutions consultant for partners and their end customers through sales calls, product demonstrations, presentations, and industry events.

• Identify, recruit, onboard, and develop new partners to expand market reach across targeted growth segments.

• Build and manage pipelines of partner-sourced and partner-influenced opportunities to achieve individual and team revenue objectives.

• Develop account action plans and annual partner business plans focused on increasing sales performance and profitability.

• Lead joint business planning sessions, pipeline reviews, quarterly business reviews, and revenue forecasting activities with partners.

• Collaborate with partners on bids, technical specifications, and commercial proposals, including public-sector opportunities.

• Maintain accurate and up-to-date opportunity records, forecasts, and partner activities within Salesforce.

• Develop a strong understanding of target markets, customer needs, purchasing behaviors, and industry-specific workflows across corporate communications, government, public safety, higher education, houses of worship, creator production, and collegiate athletics.

• Build an active professional network by attending industry events, participating in relevant associations, and developing relationships within target markets.

• Monitor market developments and competitive activity, sharing relevant insights with sales, product, and marketing leadership.

• Develop partner competency and qualification programs to ensure partners can effectively position, demonstrate, and support solutions.

• 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.

• Develop a comprehensive understanding of distribution channels, sales processes, market requirements, and commercial strategies.

Requirements:

The ideal candidate is a relationship-driven B2B technology sales professional with strong channel management experience, commercial awareness, and the ability to develop new business independently. Required qualifications include:

• At least 5 years of B2B technology sales experience, including a minimum of 3 years in channel sales or partner-focused roles.

• Demonstrated success growing revenue, developing new business, and selling technology solutions.

• Strong relationship-building and networking skills, with an established network of partner and customer contacts.

• Solid understanding of indirect sales channels, partner programs, and associated contractual obligations.

• Self-motivated and proactive, with the ability to work independently, take initiative, and manage priorities with limited supervision.

• Technical aptitude and the ability to demonstrate complex solutions and explain technical features to partners and customers.

• Excellent verbal, written, presentation, and interpersonal communication skills.

• Strong collaboration, organizational, and attention-to-detail capabilities.

• Customer-oriented mindset with a commitment to delivering excellent service to internal and external stakeholders.

• Proficiency in Salesforce and Microsoft Office applications.

• Bachelor's degree or equivalent relevant professional experience.

Preferred Qualifications:

• Experience selling into one or more of the following markets: corporate enterprise, public sector, houses of worship, creator communities, universities, or collegiate sports.

• Established relationships with audiovisual (AV) integrators, IT or value-added reseller (VAR) partners, distributors, or video platform providers.

• Familiarity with public-sector procurement processes, including contract vehicles, cooperative purchasing agreements, and Requests for Proposals (RFPs).

• Knowledge of live video technologies, including bonded cellular and wireless networks, IP, satellite and fiber transmission, live and cloud-based production, and streaming platforms.

Benefits:

• Opportunity to contribute to the expansion of innovative live video technologies across emerging markets.

• Exposure to diverse industries, strategic partnerships, and enterprise-level customers.

• Opportunity to develop and manage an extensive professional network across multiple market segments.

• Collaborative environment involving sales, marketing, product, engineering, and customer service teams.

• Professional growth opportunities within a fast-growing technology business.

• Opportunity to influence partner strategies, market development, and revenue growth.