AV/IT Dealer Channel Leader

This is a remote position.

Job Description:

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.

Job Duties

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

Requirements

Job 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

Remote Opportunity, travel required (30 - 40%).