Director of Channel Sales, North America

Description

About LiveU

LiveU is the global leader in live video contribution and remote production solutions, providing the broadcast, media, sports, news, and enterprise industries with cutting-edge bonded cellular technology. Trusted by leading broadcasters and media organizations worldwide, LiveU enables reliable, high-quality live streaming from anywhere in the world. Join a passionate, global team that is shaping the future of live video.

A fantastic opportunity now exists to join the LiveU Team! We are currently searching for an experienced, results-driven leader to join our growing Sales organization as Director of Channel Sales, North America reporting to the VP | Sales Growth Markets. In this high-impact role, you will own and accelerate LiveU's indirect channel business across the United States and Canada, working with a team to building and managing deep, strategic relationships with our reseller, distributor, VAR, and systems integrator partners. This is a remote position based in North America.

Responsibilities

Team Leadership

•      Set clear performance objectives, provide ongoing coaching for team members, and conduct regular pipeline and performance reviews

•      Foster a culture of accountability, collaboration, and continuous improvement within the channel team

•      Serve as an escalation point and executive sponsor for key partner relationships

Channel Strategy & Revenue

•      Drive LiveU's channel revenue plan for North America, meeting and exceeding quarterly and annual targets

•      Execute a comprehensive North America channel strategy including partner segmentation, tiering, and investment priorities

•      Define and manage annual channel business plans, revenue forecasts, and pipeline metrics

•      Identify and recruit new channel partners aligned with LiveU's go-to-market strategy and target verticals

•      Participate in executive-level quarterly business reviews and revenue forecasting activities with senior leadership

•      Build and manage a healthy, predictable channel pipeline in collaboration with the sales operations team

Partner Development & Enablement

•      Design and implement partner competency, certification, and qualification programs to elevate partner capabilities

•      Work with resellers on joint business planning, pipeline review, and management activities

•      Develop co-marketing and demand generation programs with key partners to drive pipeline growth

•      Drive partner engagement at trade shows, industry events, and LiveU partner summits

•      Ensure partners are equipped to position, demo, and close LiveU solutions independently

Cross-Functional Collaboration

•      Collaborate with marketing to develop channel-ready content, campaigns, and lead-generation programs

•      Work closely with product management and technical teams to provide partner and market feedback

•      Partner with finance and legal teams to structure and maintain contractual partner agreements

•      Coordinate with operations and service teams to ensure partner and end-customer satisfaction

•      Represent the voice of the channel in executive strategy discussions and annual planning cycles

Requirements

•      10+ years of experience in channel sales or channel management, with at least 3 years in a people-management role

•      Proven track record of building and scaling indirect channel businesses, including resellers, VARs, distributors, and systems integrators in North America

•      Deep understanding of indirect channel mechanics, partner program structures, and legal obligations associated with contractual responsibilities

•      Demonstrated history of exceeding channel revenue targets and developing net-new business through partner ecosystems

•      Strong executive-level network within the North American technology reseller and broadcast/media technology community

•      Experience with consultative selling and the ability to train and coach others in solution-based sales techniques

•      Technically capable — able to understand and articulate complex hardware/software solutions and work confidently alongside technical sales engineers

•      Experience with broadcast, media, telco, public safety, or live video technology strongly preferred

•      Ability to travel across North America regularly for partner meetings, trade shows, and company events (up to 40%)

•      Proficiency with CRM tools (Salesforce preferred) and channel reporting/analytics

•      Bachelor’s degree in Business, Marketing, or a related field;