Channel Sales Manager

VIDIZMO is a US-headquartered AI and enterprise video intelligence company, recognized as a Microsoft Solutions Partner, serving Fortune 500 companies, government agencies, and enterprises worldwide. Our AI-Powered Intelligence Hub leverages large language models (LLMs), retrieval-augmented generation (RAG), and multimodal AI to deliver capabilities such as automated tagging, redaction, facial detection, sentiment analysis, and secure video/data management at scale. As we continue to expand our footprint across public sector and enterprise markets, we are building a world-class channel organization to accelerate growth through strategic partners, resellers, and system integrators. Role Summary We are seeking an experienced Channel Sales Manager to design, build, and scale our partner-driven sales engine. This role is responsible for recruiting and managing a network of resellers, system integrators, and technology partners, and for driving measurable revenue growth through those relationships - with a particular focus on public sector and public safety markets. The ideal candidate has a proven, quantifiable track record in IT/enterprise software sales - SaaS experience strongly preferred - and understands how to navigate long government sales cycles, procurement processes, and partner-led go-to-market strategies. Key Responsibilities Partner Recruitment & Onboarding • Identify, evaluate, and recruit new channel partners including resellers, system integrators (SIs), and technology alliance partners • Design and execute structured onboarding programs to enable partners to sell VIDIZMO's platform effectively • Build a scalable partner tiering and certification framework Revenue Growth & Pipeline Management • Own and drive channel-sourced revenue targets on a quarterly and annual basis • Build joint pipeline with partners and actively manage deal registration, forecasting, and progression • Support partners through complex, multi-stakeholder public sector sales cycles Go-to-Market Strategy • Develop joint go-to-market plans, campaigns, and enablement content with key partners • Collaborate with marketing to build co-branded materials, case studies, and public sector-specific positioning (e.g., public safety, law enforcement, justice, transportation) • Identify white-space opportunities within existing partner accounts Partner Management & Enablement • Conduct regular business reviews (QBRs) with partners to track performance against targets • Provide technical and sales enablement training to ensure partners can articulate VIDIZMO's value proposition confidently • Act as the primary escalation point for partner-related issues, ensuring high satisfaction and retention Commercial & Contractual Ownership • Negotiate partner agreements, margin structures, and deal registration terms • Ensure compliance with internal pricing, discounting, and legal guidelines • Maintain accurate records of partner agreements, performance data, and pipeline in CRM Cross-Functional Collaboration • Work closely with direct sales, product, and customer success teams to ensure a seamless partner-assisted sales motion • Provide market feedback to product and leadership on public sector and public safety buyer needs Required Qualifications • Bachelor's degree in Business, Marketing, IT, or a related field (MBA preferred) • 5+ years of experience in IT/enterprise software sales, channel sales, or partnership management • Demonstrated, quantifiable track record of quota attainment (e.g., % of quota achieved, average deal size, peer ranking within sales team) • Prior experience selling into the public sector required; experience in public safety (law enforcement, emergency management, justice/courts, homeland security) strongly preferred • Experience selling SaaS or cloud-based enterprise software strongly preferred • Proven experience building and scaling a channel/partner ecosystem from the ground up or significantly growing an existing one • Strong understanding of government procurement processes, RFPs, and public sector buying cycles • Excellent negotiation, relationship-building, and stakeholder management skills • Proficiency with CRM tools (Salesforce, HubSpot, or similar) for pipeline and partner management Preferred Qualifications • Existing relationships with resellers or system integrators serving public safety or government agencies • Experience with AI, video intelligence, data analytics, or related enterprise software categories • Familiarity with FedRAMP, StateRAMP, or other public sector compliance/procurement frameworks • Experience managing partner programs across multiple U.S. states or international markets What We Offer • Competitive base salary with uncapped, performance-based commission structure • Opportunity to build and shape a channel program from an early stage • Work with a Microsoft Solutions Partner at the forefront of AI innovation • High-ownership culture with ...