AV/IT Dealer Channel Leader

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%).