Channel Manager - North America (Job Req #2026-096) at Ross Video

, , United States -

Full Time

Start Date

Immediate

Expiry Date

20 Jun, 26

Salary

0.0

Posted On

22 Mar, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales Strategy, Channel Partner Management, Relationship Building, Market Trend Analysis, Sales Forecasting, Pipeline Management, Strategic Planning, Product Training, CRM Software, Sales Principles, Negotiation, Presentation Skills, Analytical Skills, Time Management, Problem-Solving, Live Production Industry Knowledge

Industry

Broadcast Media Production and Distribution

Description

Why Work at Ross Video? We have a great group of people working together to create and deliver cutting edge products that look amazing and are easy to use. We go all out so that our customers can have the best possible experience and achieve quality results. With a product focus, continual learning, results driven processes, and creative thinking, we constantly strive to improve our solutions and to deliver results. If you've ever watched live television, news, sports, or entertainment, you've seen our products in use. All of the major Hollywood award shows, most professional sports teams, and many of the largest broadcasters in the world use Ross Video technology. Get behind the scenes and learn about what it takes to make live events possible. If that resonates, and you’re someone with integrity, commitment, and a strong drive to deliver great products, we’d love to hear from you. Job overview: The Channel Manager – North America is an entrepreneurial leader responsible for defining and executing strategic sales and marketing goals that drive growth with regional Channel Partners. Working closely with the Channel Management Director - North America, this role develops and delivers annual plans for an assigned territory of partners while also providing strategic management of a key group. Success in this position requires building and strengthening strategic partnerships, cultivating relationships with key stakeholders, and recognizing market trends to identify new opportunities. The Channel Manager collaborates with sales teams to set development priorities, while also planning and executing training, development programs, and commercial and marketing activities that enhance partner focus and capabilities. By understanding industry and customer challenges, the Channel Manager translates insights into actionable strategies, ensuring Channel Partners are equipped to succeed. In addition, the role works alongside Ross Video’s vertical sales teams to identify prospective partners, share market intelligence, and educate partners on solution fit, ultimately reinforcing Ross Video’s presence and growth across North America. Who you report to: Channel Management Director – North America What we offer: Ross offers competitive salaries, comprehensive health plans, and several perks to help you perform at your best. Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, an employee share ownership program, development support, and a ton of fun social activities and events! Best of all, you will be part of the Ross Video family, and we've got an energizing environment here. What the job is all about: Drive growth of existing and new Channel Partner relationships across the Western U.S. territory (WA, OR, CA, ID, NV, UT, AZ, MT, WY, CO, NM, AK, HI). Develop and execute annual sales plans with assigned partners, ensuring quota attainment and monthly order targets. Design and deliver product and solution training programs in collaboration with Channel Program and Technical Solutions teams. Manage sales forecasting and reporting for assigned Channel Partner accounts in partnership with the Director, Channel Management. Collaborate with Inside Sales and Vertical Sales teams to maximize partner satisfaction and leverage local opportunities. Lead channel development activities, including territory alignment, quota setting, and goal establishment. Who you are: College or university degree in Business Administration, Commerce, Communications, Marketing, or related discipline; equivalent work experience in a similar B2B sales role (e.g., Regional Sales Manager) will also be considered Minimum 5 years’ experience in a complex sales environment, including at least 3 years in a direct or inside sales role selling broadcast and live production equipment and solutions Strong knowledge of sales principles, methods, practices, and techniques Proficiency with CRM software (ideally Salesforce.com), with the ability to produce and understand complex quotes Excellent analytical, documentation, planning, time management, organizational, and problem-solving skills Proven track record in opportunity qualification, pre-call planning, call control, and account development Demonstrated ability to build and maintain lasting customer and partner relationships Extensive experience in sales forecasting, pipeline management, and strategic planning Practical knowledge of the live production industry, including familiarity with broadcast electronics, product lines, key accounts, and competitors for Ross Video Experience selling and marketing video and audio solutions and/or live production equipment to channel partners Familiarity with channel partners and consultants across the territory Experience establishing partner networks for video production solutions Proficiency with Microsoft Office Suite Skilled negotiator with experience closing deals with senior and executive stakeholders Positive-minded, self-motivated team player Natural problem solver with high tolerance for ambiguity and ability to develop creative solutions Strong interpersonal and presentation skills, both in person and virtually High attention to detail and organizational excellence Passionate about educating others on Ross Video’s products and solutions Bonus points if you have the following: Experience working within a global channel ecosystem, including cross-border partner management Familiarity with emerging trends in cloud-based video production, IP workflows, and remote collaboration technologies Background in AV integration, broadcast engineering, or live event production environments Proven success in developing incentive programs, tiering strategies, or partner enablement frameworks Experience with partner marketing campaigns, co-branding initiatives, and joint go-to-market planning Knowledge of competitive landscapes beyond broadcast (e.g., local and state government, sports & entertainment, corporate video solutions) Fluency in additional languages to support diverse partner territories Strong understanding of financial modeling, ROI analysis, and business case development for channel initiatives Experience mentoring or leading teams in a channel or sales environment Ability to adapt messaging for executive, technical, and partner-facing audiences with clarity and impact Other: Valid passport & driver’s license and willingness to travel up to 60% of the time to customer sites and/or major tradeshows and events with occasional international travel. Equity, Diversity & Inclusion At Ross, we embrace diversity, and we want you to bring your authentic self to work. We are committed to building a team that includes a variety of backgrounds, perspectives, and skills. Inclusivity drives innovation and creativity, and that’s something we’re passionate about at Ross! We believe everyone should be able to enjoy a rewarding career at Ross, regardless of race, colour, religion, sexual orientation, gender, gender identity or expression, marital status, age, veteran status, physical or mental disability. If a disability means that you need any additional support during the recruitment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.

Responsibilities

This entrepreneurial leadership role is responsible for defining and executing strategic sales and marketing goals to drive growth with regional Channel Partners across the Western U.S. territory. Key duties include developing annual plans with assigned partners, managing sales forecasting, and leading channel development activities like territory alignment and goal establishment.