Channel Director, SLED

ABOUT THIS ROLE As the Channel Sales Director, SLED, you will be the primary architect of LVT's indirect sales growth within the State, Local, and Education (SLED) markets. This is a high-impact, individual contributor role designed for a strategic closer who excels at navigating the complexities of public sector procurement through world-class partnerships. You will transform our channel ecosystem into a high-performance revenue engine by cultivating deep-rooted relationships with premier partners and aligning our cutting-edge AI technology with the unique needs of state, local government, and education entities. This role can be based out of our Headquarters in American Fork, Utah, or performed fully remote within the United States, with travel required as needed for partner engagement and industry events. ROLE RESPONSIBILITIES Strategic Partner Acquisition: Identify, recruit, and onboard high-velocity channel partners and distributors specifically positioned to win within the SLED landscape. Revenue Acceleration: Develop and execute comprehensive joint business plans with key partners—including Carahsoft, CDW-G, and SHI—to drive predictable, scalable pipeline growth. Pipeline Management: Take full ownership of the partner sales cycle, from lead generation and forecasting to closing, ensuring consistent alignment with LVT's revenue targets. Executive Relationship Management: Serve as the primary point of contact for partner executives, building the trust and influence necessary to secure "top-of-mind" status for LVT solutions. Market Navigation: Leverage deep knowledge of state and local contracts and procurement vehicles (e.g., Texas DIR, CMAS, Sourcewell) to simplify the buying process for public sector end-users. Conflict Resolution & Compliance: Proactively manage channel mapping and resolve potential conflicts to ensure a healthy, collaborative ecosystem that adheres to all partner agreements. Sales Enablement: Design and deliver sophisticated training and certification programs that empower partners to articulate LVT's value proposition and technical superiority effectively. Industry Presence: Represent LVT at major SLED-focused trade shows and partner summits, acting as a subject matter expert and brand ambassador for our intelligent site technology. OUR IDEAL CANDIDATE Public Sector Expert: You possess a deep, nuanced understanding of the SLED procurement process and have a proven track record of navigating complex state, local, and education sales cycles. Partner Ecosystem Veteran: You have extensive experience working directly with major players like Carahsoft, CDW-G, or Sourcewell, and you know how to make these "behemoths" move. Strategic Mindset: You don't just manage accounts; you build territories. You are skilled at creating multi-quarter go-to-market strategies that yield measurable ROI. High-Stakes Negotiator: You are comfortable and effective when communicating with C-suite executives and high-level state and local government stakeholders. Self-Starter Mentality: You thrive in a "scrappy" high-growth environment, possessing the autonomy to drive results without a large support staff behind you. Technical Literacy: You can confidently discuss AI-driven intelligence, physical security hardware, and SaaS platforms, translating technical specs into business outcomes. Collaborative Closer: While you are an individual contributor, you understand that success requires seamless collaboration with internal marketing, product, and legal teams. Credentialed: You hold a Bachelor's degree (preferred) and have a documented history of meeting or exceeding multi-million dollar quotas in a channel-heavy environment. COMPENSATION The beginning annual salary range for this role is $175,000 - $245,000 USD and is determined by location, job-related experience, and education/training. Your total earning potential is amplified by a bonus structure tied to meeting goals, and you will become an owner from day one through our employee equity program.