About The Position
The Channel Manager – North America is an entrepreneurial leader responsible for defining and executing strategic sales and marketing goals that drive growth with regional Channel Partners. Working closely with the Channel Management Director - North America, this role develops and delivers annual plans for an assigned territory of partners while also providing strategic management of a key group. Success in this position requires building and strengthening strategic partnerships, cultivating relationships with key stakeholders, and recognizing market trends to identify new opportunities. The Channel Manager collaborates with sales teams to set development priorities, while also planning and executing training, development programs, and commercial and marketing activities that enhance partner focus and capabilities. By understanding industry and customer challenges, the Channel Manager translates insights into actionable strategies, ensuring Channel Partners are equipped to succeed. In addition, the role works alongside Ross Video’s vertical sales teams to identify prospective partners, share market intelligence, and educate partners on solution fit, ultimately reinforcing Ross Video’s presence and growth across North America.
Requirements
- College or university degree in Business Administration, Commerce, Communications, Marketing, or related discipline; equivalent work experience in a similar B2B sales role (e.g., Regional Sales Manager) will also be considered
- Minimum 5 years’ experience in a complex sales environment, including at least 3 years in a direct or inside sales role selling broadcast and live production equipment and solutions
- Strong knowledge of sales principles, methods, practices, and techniques
- Proficiency with CRM software (ideally Salesforce.com), with the ability to produce and understand complex quotes
- Excellent analytical, documentation, planning, time management, organizational, and problem-solving skills
- Proven track record in opportunity qualification, pre-call planning, call control, and account development
- Demonstrated ability to build and maintain lasting customer and partner relationships
- Extensive experience in sales forecasting, pipeline management, and strategic planning
- Practical knowledge of the live production industry, including familiarity with broadcast electronics, product lines, key accounts, and competitors for Ross Video
- Experience selling and marketing video and audio solutions and/or live production equipment to channel partners
- Familiarity with channel partners and consultants across the territory
- Experience establishing partner networks for video production solutions
- Proficiency with Microsoft Office Suite
- Skilled negotiator with experience closing deals with senior and executive stakeholders
- Positive-minded, self-motivated team player
- Natural problem solver with high tolerance for ambiguity and ability to develop creative solutions
- Strong interpersonal and presentation skills, both in person and virtually
- High attention to detail and organizational excellence
- Passionate about educating others on Ross Video’s products and solutions
- Valid passport & driver’s license and willingness to travel up to 60% of the time to customer sites and/or major tradeshows and events with occasional international travel.
Nice To Haves
- Experience working within a global channel ecosystem, including cross-border partner management
- Familiarity with emerging trends in cloud-based video production, IP workflows, and remote collaboration technologies
- Background in AV integration, broadcast engineering, or live event production environments
- Proven success in developing incentive programs, tiering strategies, or partner enablement frameworks
- Experience with partner marketing campaigns, co-branding initiatives, and joint go-to-market planning
- Knowledge of competitive landscapes beyond broadcast (e.g., local and state government, sports & entertainment, corporate video solutions)
- Fluency in additional languages to support diverse partner territories
- Strong understanding of financial modeling, ROI analysis, and business case development for channel initiatives
- Experience mentoring or leading teams in a channel or sales environment
- Ability to adapt messaging for executive, technical, and partner-facing audiences with clarity and impact
Responsibilities
- Drive growth of existing and new Channel Partner relationships across the Western U.S. territory (WA, OR, CA, ID, NV, UT, AZ, MT, WY, CO, NM, AK, HI).
- Develop and execute annual sales plans with assigned partners, ensuring quota attainment and monthly order targets.
- Design and deliver product and solution training programs in collaboration with Channel Program and Technical Solutions teams.
- Manage sales forecasting and reporting for assigned Channel Partner accounts in partnership with the Director, Channel Management.
- Collaborate with Inside Sales and Vertical Sales teams to maximize partner satisfaction and leverage local opportunities.
- Lead channel development activities, including territory alignment, quota setting, and goal establishment.
Benefits
- Ross offers competitive salaries, comprehensive health plans, and several perks to help you perform at your best.
- Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, an employee share ownership program, development support, and a ton of fun social activities and events!
- Best of all, you will be part of the Ross Video family, and we've got an energizing environment here.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Number of Employees
1,001-5,000 employees
