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.

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.

• 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

• 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

• 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

• 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

• 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

• 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

• 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, Hub Spot, or similar) for pipeline and partner…