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 direct access to leadership
- Exposure to cutting-edge AI/LLM-powered enterprise products
is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
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