IT Channel Manager for Global Audiovisual Manufacturer

This is a remote position.

Our client is a fastgrowing company at the intersection of smart hardware and SaaSbased collaboration technology, offering intuitive solutions designed to transform communication and productivity in classrooms, workplaces, and public sector environments. Backed by a strong product vision and customercentric culture, they are scaling their presence across the U.S. and expanding their IT channel footprint.

Role Summary:

Our client is seeking a Channel Manager with deep IT channel experience — not AV — to help scale their indirect sales strategy across the U.S. through a regional and executionfocused approach.

This is a new business development role, not a maintenance or account management position. The ideal candidate will have a strong network of regional IT resellers, VARs, and MSPs, or be able to activate rep firms with deep ties to local IT markets.

Key Responsibilities:

• Drive the regional expansion of the IT channel by identifying and activating topperforming resellers, MSPs, and rep firms.
  
• Build and maintain seniorlevel relationships with regional IT partners to unlock new revenue opportunities.
  
• Lead gotomarket initiatives through regional rep firms where relevant.
  
• Collaborate crossfunctionally with Product, Marketing, Pricing, and Support teams to ensure channel enablement and partner success.
  
• Own the IT partner pipeline, deal registration, and revenue forecasting.
  
• Interface with AV channel counterparts as needed, but maintain clear ownership of the IT segment.
  
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  Requirements

  Ideal Candidate Profile:
  

  • 5–10+ years of experience in IT channel development, business development, or channel sales roles.
    
  • Strong relationships with IT resellers, MSPs, VARs, or rep firms — e.g., CDW, SHI, Insight, D&H, etc.
    
  • Demonstrated success in building pipelines and closing deals through indirect IT sales channels.
    
  • Familiarity with verticals such as education, SMB, or public sector is a strong plus.
    
  • Experience with smart hardware, collaboration platforms, or B2B SaaS products.
    
  • Entrepreneurial mindset with the ability to thrive in fastpaced, highgrowth environments.
    
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