AV/IT Dealer Channel Leader

HireSparks AV Recruiting • Bellevue, WA

7d • Remote

About The Position

The Channel Sales Manager is responsible for driving revenue growth through AV/UC reseller and integrator partners within the mid-market segment. This role combines channel development, direct sales execution, and go-to-market validation, requiring a hands-on, results-driven approach. You will be given verticals and an initial pipeline, but success depends on the ability to generate demand through partners, not just manage inbound opportunities. This is a builder + hunter role — responsible for developing partner channels while simultaneously closing deals. The position focuses on identifying which combinations of customer segments, partner types, and sales messaging create repeatable revenue, using real-world deal execution and partner engagement to refine the go-to-market approach.

Requirements

• Bachelor’s degree or equivalent
• 4+ years B2B technology sales (AV/Interactive Display preferred)
• Proven ability to generate pipeline and close deals through channel partners
• Experience succeeding without inbound demand or strong brand-driven lead flow
• Track record owning full sales cycle with personally attributable revenue results
• Ability to operate in build-stage environments
• Experience working with AV integrators, VARs, MSPs; existing partner relationships preferred
• Strong understanding of channel economics, partner incentives, and reseller models
• Experience selling into mid-market accounts with knowledge of IT buyers and procurement processes
• Ability to translate products into multiple value propositions and validate messaging through live deals
• Background in AV/UC or similar technologies
• Strong communication, negotiation, and builder + hunter mindset

Nice To Haves

• Existing partner relationships preferred

Responsibilities

• Sell complex AV (Audio Visual)/Interactive Display solutions through reseller and integrator partners
• Build, activate, and grow relationships across AV/IT channel partners (VARs, MSPs, integrators)
• Generate pipeline through partner engagement and outbound efforts; identify and develop mid-market opportunities
• Develop and refine value propositions while testing customer segments, partner types, and messaging to drive repeatable revenue
• Maintain partner/customer relationships, track pipeline and forecasts, and use market insights to continuously improve sales strategy

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level