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Airtame · 2 days ago

Channel Sales Manager

Chicago, IL

Full-time

Onsite

Mid, Senior Level

$100K/yr - $120K/yr

5+ years exp

Airtame is an innovative platform for shared screens across education and business, and they are seeking a Channel Sales Manager to enhance their partnership with National Service Providers in North America. The role focuses on building high-touch relationships, uncovering opportunities, and driving measurable growth through strategic partner engagement.

Cloud ManagementCollaborationEducationHardwareOffice AdministrationSoftwareUnified CommunicationsWireless

Work & Life Balance

Responsibilities

Amplify Airtame’s channel presence by growing and managing strategic NSP (National Service Providers) partners in North America

Optimize In-House Share: Move us from being "one of the options" to the "default recommendation" for key partner reps

Activate Sellers: Identify the top sellers within the partner orgs (NSPs) and turn them into evangelists who generate net new leads for us

Drive High-Impact Activity: Lead events and joint activities (e.g., Floor days, Lunch & Learns, Regional Events) that result in pipeline, not just empty networking

Qualification

B2B channel salesChannel strategyPartner relationship managementProAV solutionsCollaboration hardwareRelational intelligenceStructured planningSales process management

Required

5+ years' experience in B2B channel sales, selling through partners at either a product company (vendor) or a multi-brand provider (VAR, distributor, or reseller)

The 'Channel Strategist': You have sharp commercial instincts. You view a large NSP (like CDW, Insight, etc.) as a greenfield opportunity. You know how to map their org chart and find the revenue drivers

The Super-Connector: You are the glue. You know how to bring the right internal resources (SEs, Leadership) to the right partner meetings to close the gap

Structured & Strategic: Complex sales processes don't scare you. You can manage the chaos of large partner organizations with structure and clear plans

Relationally Intelligent: You know that business is done between people. You can build genuine rapport with everyone from a junior inside sales rep to a VP at a reseller

Experience selling ProAV or Collaboration Hardware solutions is a strong plus, specifically familiarity with the channel partner ecosystem (distributors and resellers)

Willing to travel for quarterly team meetings, conferences, and industry events

Regular travel to partner sites (weekly basis)

Must be located in Chicago, IL