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AV/IT Dealer Channel Leader

HireSparks AV Recruiting

Role overview

Qualifications

  • 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
  • Strong understanding of channel economics, partner incentives, and reseller models

Responsibilities

  • Sell complex AV/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
  • Maintain partner/customer relationships, track pipeline and forecasts

Key facts

  • Remote from: Anywhere
  • Full time
  • Mid-level (2-5 years)
  • English

Hard skills

Channel Sales Revenue Growth Full-Cycle Sales Sales Strategy Channel Management Stressed VaR

Other skills

  • Communication
  • Negotiation
  • Problem Solving

About the company

HireSparks AV Recruiting logo

HireSparks AV Recruiting

Staffing & Recruiting

HireSparks AV Recruiting is the premier Executive Search Firm dedicated to the Audio Visual Integration & Manufacturing Industries. We spend every waking hour networking within this special industry. CANDIDATES: Allow us to confidentially alert you to jobs on the horizon that meet your unique criteria for local, remote and relocation opportunities Worldwide! Sales Professionals, Crestron Certified and Cleared Professionals are in constant demand and we are your confidential eyes and ears. AV MANUFACTURERS: We present you a 'Best Practices'​ head-hunting service dedicated to your industry, with the quantity and quality of candidates that you require to maintain and grow your business. No up-front fees, we bill you on your new employee's first day, with a 90 Day Guarantee. AV INTEGRATORS: We are highly selective when agreeing to work with new clients in this category. As we do not recruit from our clients, we have to balance new business growth with a diminishing talent pool. Contact us soon before we stop accepting new clients altogether. Michael Sparks was Director of Recruiting for Deloitte in Chicago IL . FFT was also a prime contractor on the largest Java project in history, the Chicago Board of Options Exchange wireless floor-trading system. More recently Michael was Director of the Mid-Atlantic region at Randstad, the largest employment firm in the world. Michael was hailed for turning around the two worst performing business units in North America into the two highest performing in Direct Hire in record time, and which remain so today. Prior to starting HireSparks AV Recruiting in June 2015, Michael Sparks was #1 nationally in Direct Hire Placements in 2012, 2013 and 2014.

Company details

IndustryStaffing & Recruiting
Company size11 - 50

Links

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Job description

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 β€” 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%).

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MR

Marcus Rivera

Chief Revenue Officer

m.rivera@company.com
linkedin.com/in/marcusrivera
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