[Hiring] Partner Account Manager @LiveU

Role Description

A fantastic opportunity now exists to join the LiveU team! We're looking for a driven, relationship-first sales professional to own and grow LiveU's reseller, distribution and platform partners across our growth markets outside of Broadcast.

You'll recruit, enable and grow partners who serve Corporate – Enterprise, Public Sector, House of Worship and Creator customers, with additional opportunities in universities and collegiate sports. You'll build joint business plans, drive partner-sourced pipeline, and help partners win with LiveU.

The ideal candidate builds relationships naturally, takes initiative without waiting to be asked, and is curious every day: learning new markets, meeting new people, and expanding their network to hit individual and team annual goals.

Key Responsibilities

• Partner Relationship Management
  • Build long-term, trusted relationships with reseller, distribution and integration partners, from sales reps up to executive leadership.
  • Use consultative selling to drive immediate sales and long-term partner growth.
  • Serve as a solution-based consultant for partners and their end customers, including sales calls, demos, presentations and trade shows.
  • Recruit and onboard new partners that extend LiveU's reach into target growth markets.
• Pipeline and Revenue
  • Build and manage a pipeline of partner-sourced and partner-influenced opportunities that supports individual and team goals.
  • Create account action plans and annual partner business plans that improve sales and profitability.
  • Lead joint business planning, pipeline reviews, quarterly business reviews and revenue forecasting with partners.
  • Prepare bids, process specifications and proposals with partners, including public-sector opportunities.
  • Keep opportunities, forecasts and partner activity current in Salesforce.
• Market Development
  • Learn each growth market's buyers, workflows and use cases: corporate communications and events, government meetings and public safety, universities (athletics, communications, broadcast journalism and marketing departments), worship services, creator production and collegiate athletics.
  • Network every day: attend industry events, join associations and build a personal network in each market.
  • Bring market and competitive feedback to sales, product and marketing leadership.
• Partner Enablement
  • Build competency and qualification plans so partners can position, demo and support LiveU solutions.
  • Deliver partner training and support partner engagement at trade shows and industry events.
• Cross-Functional Collaboration
  • Work with marketing on partner lead generation and co-marketing programs.
  • Partner with LiveU direct sales, operations, sales engineering and service teams to win and support deals.
  • Understand all aspects of the business: distribution channels, mechanics of a sale, market needs, trade shows and sales strategy.

Qualifications

• 5+ years of B2B technology sales experience, including at least 3 years in channel or partner-focused roles.
• Track record of growing sales and developing new business for technology solutions.
• Strong relationship-building skills, with a network of partner and customer contacts that can be leveraged.
• Understanding of indirect channels, partner programs and the contractual obligations that come with them.
• Self-starter who works independently with limited supervision and takes initiative.
• Technically capable: able to demonstrate complex solutions and discuss technical features in detail.
• Excellent verbal, written and presentation skills.
• Collaborative, detail-oriented and organized, with strong service skills for internal and external customers.
• Proficient in Salesforce and Microsoft Office.
• Bachelor's degree or equivalent experience.

Preferred Qualifications

• Experience selling into one or more of: corporate enterprise, public sector, house of worship, creator, university or collegiate sports markets.
• Existing relationships with AV integrators, IT/VAR resellers, distributors or video platform partners.
• Familiarity with public-sector purchasing (contract vehicles, cooperative contracts, RFPs).
• Experience with live video technologies: bonded cellular and wireless networks, IP/satellite/fiber transmission, live and cloud production, streaming platforms.