Channel Development Manager, Resi

Pushpay

1d • Remote

About The Position

The Channel Development Manager owns Resi's distribution and dealer relationships, and is responsible for converting them into new recurring revenue and hardware growth across all verticals. This role manages the distributor relationship end to end — leadership alignment, line card positioning, enablement, and business reviews — and works through the distributor's sales organization to recruit, activate, and grow the dealer network. The Channel Development Manager also builds the operating model and readiness criteria that allow Resi to add additional distribution partners over time.

Requirements

• Two-tier distribution fluency: Understanding the distinction between sell-in and sell-through, and how distribution economics, inventory, and line card priority work.
• Influence without authority: Comfort producing results through a partner's sales organization rather than selling directly; the day-to-day work is enabling and influencing people who do not report to Resi.
• Enablement and presentation ability: Able to train and present credibly to a room of sales reps; enablement is a continuous part of this role rather than an onboarding phase.
• Analytical skills: Ability to interpret dealer-level and revenue-type data, segment a large partner base, and act on what the data indicates.
• Negotiation skills: Ability to structure and manage distribution agreements, program terms, and partner expectations.
• Industry understanding: Familiarity with broadcast and production technology, and the systems integration business.
• A high school graduate (or holder of an equivalent degree) with BS/BA preferred
• 3+ years of indirect or channel sales experience
• 3+ years experience in the production/live event space and/or professional AV industry
• Strong computer skills
• Strong communication and interpersonal skills

Nice To Haves

• Experience working with or for a two-tier distributor, or at a manufacturer selling through distribution, strongly preferred
• Experience carrying a recurring revenue or subscription number is useful but not required

Responsibilities

• Distributor relationship management: Serving as the primary point of contact for Resi's distribution partners, including leadership alignment, line card positioning, quarterly business reviews, and day-to-day operational coordination.
• Distributor enablement: Building and running enablement programs in partnership with the Channel Solutions Engineer — inside sales training, outside rep ride-alongs, sales tools, and battle cards.
• Dealer recruitment and activation: Driving recruitment and activation across the entire distribution base, including both the existing dealer population and newly recruited dealers.
• Dealer base segmentation: Analyzing the dealer population by transaction activity and reason for inactivity, prioritizing effort where it is addressable, and routing product-driven gaps to Product Management as market intelligence.
• Revenue ownership: Carrying and reporting hardware and software performance separately, and managing to each rather than to a blended revenue figure.
• Customer handoff motion: Building the dealer-to-Customer Success introduction motion that supports the renewal conversation for distributor-sourced customers.
• Distribution expansion: Developing the playbook, readiness criteria, and onboarding process required to bring on additional distribution partners.
• Market analysis: Staying informed about market trends, competitor activity, distribution dynamics, and customer needs to adjust channel strategy accordingly.
• Event representation: Representing Resi at industry, distributor, and integrator-facing events throughout the year, including events that are not channel-specific but draw the integrator community.
• Collaboration with internal teams: Coordinating with sales, marketing, product, engineering, customer success, and support to ensure aligned messaging and smooth channel operations.

Benefits

• 100% employer-paid premiums for Medical HDHP Plan, Dental, and Vision for employee
• 70% employer-paid premiums for Medical PPO Plan for employees, and Medical, Dental, and Vision for dependents
• 401K match
• 12 paid Company Holidays
• 2 paid Volunteer Time Off days
• 15 days PTO, to start, increases with tenure and seniority.
• Paid parental and adoption leave

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED