Partner Account Manager - Growth Markets

Accountabilities: The Partner Account Manager will be responsible for developing partner relationships, expanding market presence, and driving revenue growth through indirect sales channels. Key responsibilities include: Build and maintain long-term relationships with reseller, distribution, and integration partners, engaging stakeholders from sales representatives to executive leadership. Use consultative selling techniques to generate immediate sales opportunities and support sustainable partner growth. Act as a trusted solutions consultant for partners and their end customers through sales calls, product demonstrations, presentations, and industry events. Identify, recruit, onboard, and develop new partners to expand market reach across targeted growth segments. Build and manage pipelines of partner-sourced and partner-influenced opportunities to achieve individual and team revenue objectives. Develop account action plans and annual partner business plans focused on increasing sales performance and profitability. Lead joint business planning sessions, pipeline reviews, quarterly business reviews, and revenue forecasting activities with partners. Collaborate with partners on bids, technical specifications, and commercial proposals, including public-sector opportunities. Maintain accurate and up-to-date opportunity records, forecasts, and partner activities within Salesforce. Develop a strong understanding of target markets, customer needs, purchasing behaviors, and industry-specific workflows across corporate communications, government, public safety, higher education, houses of worship, creator production, and collegiate athletics. Build an active professional network by attending industry events, participating in relevant associations, and developing relationships within target markets. Monitor market developments and competitive activity, sharing relevant insights with sales, product, and marketing leadership. Develop partner competency and qualification programs to ensure partners can effectively position, demonstrate, and support solutions. Deliver partner training and facilitate partner participation in trade shows and industry events. Coordinate with marketing teams on partner lead generation, co-marketing initiatives, and joint promotional activities. Work closely with direct sales, operations, sales engineering, and service teams to secure opportunities and ensure successful customer delivery. Develop a comprehensive understanding of distribution channels, sales processes, market requirements, and commercial strategies. Requirements : The ideal candidate is a relationship-driven B2B technology sales professional with strong channel management experience, commercial awareness, and the ability to develop new business independently. Required qualifications include: At least 5 years of B2B technology sales experience, including a minimum of 3 years in channel sales or partner-focused roles. Demonstrated success growing revenue, developing new business, and selling technology solutions. Strong relationship-building and networking skills, with an established network of partner and customer contacts. Solid understanding of indirect sales channels, partner programs, and associated contractual obligations. Self-motivated and proactive, with the ability to work independently, take initiative, and manage priorities with limited supervision. Technical aptitude and the ability to demonstrate complex solutions and explain technical features to partners and customers. Excellent verbal, written, presentation, and interpersonal communication skills. Strong collaboration, organizational, and attention-to-detail capabilities. Customer-oriented mindset with a commitment to delivering excellent service to internal and external stakeholders. Proficiency in Salesforce and Microsoft Office applications. Bachelor's degree or equivalent relevant professional experience. Preferred Qualifications: Experience selling into one or more of the following markets: corporate enterprise, public sector, houses of worship, creator communities, universities, or collegiate sports. Established relationships with audiovisual (AV) integrators, IT or value-added reseller (VAR) partners, distributors, or video platform providers. Familiarity with public-sector procurement processes, including contract vehicles, cooperative purchasing agreements, and Requests for Proposals (RFPs). Knowledge of live video technologies, including bonded cellular and wireless networks, IP, satellite and fiber transmission, live and cloud-based production, and streaming platforms. Benefits : Opportunity to contribute to the expansion of innovative live video technologies across emerging markets. Exposure to diverse industries, strategic partnerships, and enterprise-level customers. Opportunity to develop and manage an extensive professional network across multiple market segments. Collaborative environment involving sales, marketing, product, engineering, and customer service teams. Professional growth opportunities within a fast-growing technology business. Opportunity to influence partner strategies, market development, and revenue growth.