渠道客户经理

VIDIZMO is an AI software company headquartered in Tysons, Virginia. We build Nexus, AI Intelligence Hub, AI Live Insight and Redactor, a product family that lets an organization search, analyze, redact and act on its unstructured data, where video, audio, images, documents and text are treated as equal first-class sources rather than one format with the rest bolted on. More than 100 customers run VIDIZMO in production across public safety and justice, government, healthcare, financial services, education, legal, manufacturing and energy, and much of that installed base runs on premises, in air-gapped environments, or in FedRAMP High environments through our hosting partners, on a CJIS Security Policy-aligned architecture.
We are an independent software vendor. We build and support the software, and the channel sells it, with qualified partners also installing, delivering and supporting deployments for their own clients. That model shapes almost every role here: the people we hire spend their time making partners and customers successful rather than pushing paper through a direct sales funnel.
As we continue to expand our footprint across public sector and enterprise markets, we are building a world-class channel organization to accelerate growth through strategic partners, resellers, and system integrators.
Role Summary
We are seeking an experienced Channel AM to design, build, and scale our partner-driven sales engine. This role is responsible for recruiting and managing a network of resellers, system integrators, and technology partners, and for driving measurable revenue growth through those relationships — with a particular focus on public sector and public safety markets.
The ideal candidate has a proven, quantifiable track record in IT/enterprise software sales — SaaS experience strongly preferred — and understands how to navigate long government sales cycles, procurement processes, and partner-led go-to-market strategies.
Key Responsibilities
Partner Recruitment & Onboarding

• Identify, evaluate, and recruit new channel partners including resellers, system integrators (SIs), and technology alliance partners

• Design and execute structured onboarding programs to enable partners to sell VIDIZMO's platform effectively

• Build a scalable partner tiering and certification framework

Revenue Growth & Pipeline Management

• Own and drive channel-sourced revenue targets on a quarterly and annual basis

• Build joint pipeline with partners and actively manage deal registration, forecasting, and progression

• Support partners through complex, multi-stakeholder public sector sales cycles

Go-to-Market Strategy

• Develop joint go-to-market plans, campaigns, and enablement content with key partners

• Collaborate with marketing to build co-branded materials, case studies, and public sector-specific positioning (e.g., public safety, law enforcement, justice, transportation)

• Identify white-space opportunities within existing partner accounts

Partner Management & Enablement

• Conduct regular business reviews (QBRs) with partners to track performance against targets

• Provide technical and sales enablement training to ensure partners can articulate VIDIZMO's value proposition confidently

• Act as the primary escalation point for partner-related issues, ensuring high satisfaction and retention

Commercial & Contractual Ownership

• Negotiate partner agreements, margin structures, and deal registration terms

• Ensure compliance with internal pricing, discounting, and legal guidelines

• Maintain accurate records of partner agreements, performance data, and pipeline in CRM

Cross-Functional Collaboration

• Work closely with direct sales, product, and customer success teams to ensure a seamless partner-assisted sales motion

• Provide market feedback to product and leadership on public sector and public safety buyer needs

Required Qualifications

• Bachelor's degree in Business, Marketing, IT, or a related field (MBA preferred)

• 5+ years of experience in IT/enterprise software sales, channel sales, or partnership management

• Demonstrated, quantifiable track record of quota attainment (e.g., % of quota achieved, average deal size, peer ranking within sales team)

• Prior experience selling into the public sector required; experience in public safety (law enforcement, emergency management, justice/courts, homeland security) strongly preferred

• Experience selling SaaS or cloud-based enterprise software strongly preferred

• Proven experience building and scaling a channel/partner ecosystem from the ground up or significantly growing an existing one

• Strong understanding of government procurement processes, RFPs, and public sector buying cycles

• Excellent negotiation, relationship-building, and stakeholder management skills

• Proficiency with CRM tools (Salesforce, HubSpot, or similar) for pipeline and partner management

Preferred Qualifications

• Existing relationships with resellers or system integrators serving public safety or government agencies

• Experience with AI, video intelligence, data analytics, or related enterprise software categories

• Familiarity with FedRAMP, StateRAMP, or other public sector compliance/procurement frameworks

• Experience managing partner programs across multiple U.S. states or international markets

What We Offer

• Competitive base salary with uncapped, performance-based commission structure

• Opportunity to build and shape a channel program from an early stage

• Work with a Microsoft Solutions Partner at the forefront of AI innovation

• High-ownership culture with direct access to leadership

• Exposure to cutting-edge AI/LLM-powered enterprise products

VIDIZMO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Originally posted on Himalayas