Description
Position Summary
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
Requirements
Required 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
