Partner Account Manager - Channel

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;