Partner Account Manager - Growth Markets

Description

About LiveU

LiveU is the leading provider of end-to-end live video delivery solutions for the broadcast and online markets. Building on that position, LiveU is growing fast in new markets where organizations need reliable, high-quality live video: enterprises, government agencies, universities, houses of worship, and creators. This role helps lead that expansion through our partner ecosystem.

Position Summary

A fantastic opportunity now exists to join the LiveU team! We're looking for a driven, relationship-first sales professional to own and grow LiveU's reseller, distribution and platform partners across our growth markets outside of Broadcast.

You'll recruit, enable and grow partners who serve Corporate – Enterprise, Public Sector, House of Worship and Creator customers, with additional opportunities in universities and collegiate sports. You'll build joint business plans, drive partner-sourced pipeline, and help partners win with LiveU.

The ideal candidate builds relationships naturally, takes initiative without waiting to be asked, and is curious every day: learning new markets, meeting new people, and expanding their network to hit individual and team annual goals.

Key Responsibilities

Partner Relationship Management

·       Build long-term, trusted relationships with reseller, distribution and integration partners, from sales reps up to executive leadership

·       Use consultative selling to drive immediate sales and long-term partner growth

·       Serve as a solution-based consultant for partners and their end customers, including sales calls, demos, presentations and trade shows

·       Recruit and onboard new partners that extend LiveU's reach into target growth markets

Pipeline and Revenue

·       Build and manage a pipeline of partner-sourced and partner-influenced opportunities that supports individual and team goals

·       Create account action plans and annual partner business plans that improve sales and profitability

·       Lead joint business planning, pipeline reviews, quarterly business reviews and revenue forecasting with partners

·       Prepare bids, process specifications and proposals with partners, including public-sector opportunities

·       Keep opportunities, forecasts and partner activity current in Salesforce

Market Development

·       Learn each growth market's buyers, workflows and use cases: corporate communications and events, government meetings and public safety, universities (athletics, communications, broadcast journalism and marketing departments), worship services, creator production and collegiate athletics

·       Network every day: attend industry events, join associations and build a personal network in each market

·       Bring market and competitive feedback to sales, product and marketing leadership

Partner Enablement

·       Build competency and qualification plans so partners can position, demo and support LiveU solutions

·       Deliver partner training and support partner engagement at trade shows and industry events

Cross-Functional Collaboration

·       Work with marketing on partner lead generation and co-marketing programs

·       Partner with LiveU direct sales, operations, sales engineering and service teams to win and support deals

·       Understand all aspects of the business: distribution channels, mechanics of a sale, market needs, trade shows and sales strategy

Requirements

Required Qualifications

·       5+ years of B2B technology sales experience, including at least 3 years in channel or partner-focused roles

·       Track record of growing sales and developing new business for technology solutions

·       Strong relationship-building skills, with a network of partner and customer contacts that can be leveraged

·       Understanding of indirect channels, partner programs and the contractual obligations that come with them

·       Self-starter who works independently with limited supervision and takes initiative

·       Technically capable: able to demonstrate complex solutions and discuss technical features in detail

·       Excellent verbal, written and presentation skills

·       Collaborative, detail-oriented and organized, with strong service skills for internal and external customers

·       Proficient in Salesforce and Microsoft Office

·       Bachelor's degree or equivalent experience

Preferred Qualifications

·       Experience selling into one or more of: corporate enterprise, public sector, house of worship, creator, university or collegiate sports markets

·       Existing relationships with AV integrators, IT/VAR resellers, distributors or video platform partners

·       Familiarity with public-sector purchasing (contract vehicles, cooperative contracts, RFPs)

·       Experience with live video technologies: bonded cellular and wireless networks, IP/satellite/fiber transmission, live and cloud production, streaming platforms

Basic requirements