Channel Manager

Lawo

Channel Manager developing and growing LAWO’s indirect sales business in North America. Supporting partners with training, resources, and strategic planning to drive success in the channel.

Posted 6/20/2026full-timeRemote • New York • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

Own and execute the North America channel strategy to recruit, onboard, enable, and grow a high-performing ecosystem of resellers, systems integrators, and strategic partners aligned with LAWO revenue goals and regional market priorities
Define and manage KPIs and performance metrics for channel partners, conduct regular business reviews, monitor pipeline health and win rates, and proactively address capability gaps through targeted enablement or strategic partner expansion
Strengthen channel relationships through joint go-to-market planning, partner training, and pipeline development to accelerate mutual success
Ensure channel partners develop strong working knowledge of LAWO’s product portfolio, IP-based infrastructure strategy, and application use cases through structured training, workshops, certifications, and ongoing technical and commercial engagement.
Act as a trusted advisor to channel partners and support the regional sales team throughout the full sales lifecycle, including opportunity qualification, solution positioning, system design collaboration, pricing alignment, pipeline development, and deal closure
Drive partner-led demand generation in collaboration with sales and marketing through joint customer engagements, events, roadshows, and coordinated go-to-market initiatives
Work cross-functionally with direct sales, solutions architecture, product management, and marketing to ensure consistent messaging, effective market coverage, and a seamless partner and customer experience
Identify and pursue opportunities in emerging verticals and high-growth markets by leveraging industry trends, customer insights, and competitive intelligence
Maintain close alignment with the Global Channel Director to ensure consistency in channel best practices, partner program structure, and partner entitlement frameworks across regions
Deliver compelling product presentations and demonstrations that clearly articulate the value of LAWO’s IP-based solutions
Represent LAWO at trade shows, industry conferences, and customer events as a trusted and credible technology partner
Provide accurate forecasts, pipeline updates, and actionable business insights to senior management
Travel as required to meet business objectives

Requirements

What you’ll need

5+ years of experience in broadcast, media technology, or live production sales, with a strong focus on channel or partner management and indirect sales growth across North America
Extensive relationships with North American broadcast and media channel partners preferred
Proven track record of recruiting, developing, and scaling reseller, systems integrator, and partner ecosystems
Strong understanding of broadcast and media infrastructure, including IP-based workflows, networked audio and video, routing, control systems, and live production environments
Experience working with broadcast infrastructure vendors, systems integrators, and solution providers, with familiarity in IP-centric technologies and industry standards such as SMPTE ST-2110
Ability to clearly communicate complex technical concepts to partners, customers, and internal stakeholders through presentations, training sessions, and demonstrations
Strategic channel mindset combined with hands-on execution and accountability for results
Strong partner enablement, relationship management, negotiation, and presentation skills, with the ability to engage both executive and engineering-level stakeholders
Skilled in CRM platforms, forecasting, and data-driven pipeline management
Collaborative, self-motivated, and comfortable operating independently in a remote, matrixed global organization
Willingness to travel extensively within North America

Benefits

Comp & perks

Competitive Salary and attractive annual bonus
4 Weeks Vacation, plus 12 Holidays
Employer-sponsored Health Reimbursement Account
Short & Long Term Disability Insurance
401K with Company Match
Personal growth within an international environment

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

channel managementpartner managementindirect sales growthbroadcast infrastructureIP-based workflowsnetworked audio and videoroutingcontrol systemslive production environmentsSMPTE ST-2110

Soft Skills

relationship managementnegotiationpresentation skillsstrategic mindsethands-on executionaccountabilitycollaborationself-motivationcommunicationengagement