Channel Manager - North America

Sales & Business DevelopmentRemote , Remote

At Ross Video, you’ll be part of a team energized by innovation, building the cutting‑edge technology that powers the world’s most watched live productions and events. Our products are designed to be intuitive, reliable, and to deliver exceptional results—because our customers’ success is everything to us. If you’ve ever watched live television, breaking news, major sports, or a Hollywood award show, you’ve seen our technology in action. Join us behind the scenes and help make unforgettable live moments possible.

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.

Reporting Structure
Who you report to: Channel Management Director – North America

Responsibilities

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 of 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

Qualifications

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

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.

Benefits
Ross provides competitive compensation, comprehensive benefits, and the flexibility you need to do your best work, including flexible hours, generous paid time off, and a wellness allowance. You’ll also have the opportunity to share in our success through our employee share ownership program and grow your career with ongoing learning and development support. We value connection and collaboration, with plenty of events and opportunities to build relationships across the company. Most importantly, you’ll be part of a team that’s passionate about what we do and how we do it.

Use of Artificial Intelligence in Hiring
Ross uses a secure, closed AI system to support recruitment. Your information is protected and used only to help us efficiently identify qualified candidates. We encourage all applicants to apply, even if you do not meet every requirement – if you bring relevant skills, enthusiasm and a willingness to learn, we want to hear from you.

Commitment to an Inclusive Environment
We want you to bring your authentic self to work, regardless of race, color, religion, sexual orientation, gender, gender identity or expression, marital status, age, veteran status, physical or mental disability. Inclusivity drives innovation and creativity, and that’s something we’re passionate about!

Accommodations
If you require accommodations throughout any stage of the recruitment, assessment, and selection process, please contact our Talent Acquisition team at recruitment@rossvideo.com, and we will make all reasonable efforts to accommodate your request.

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