Why Work at Ross Video? We have a great group of people working together to create and deliver cutting edge products that look amazing and are easy to use. We go all out so that our customers can have the best possible experience and achieve quality results. With a product focus, continual learning, results driven processes, and creative thinking, we constantly strive to improve our solutions and to deliver results. If you've ever watched live television, news, sports, or entertainment, you've seen our products in use. All of the major Hollywood award shows, most professional sports teams, and many of the largest broadcasters in the world use Ross Video technology. Get behind the scenes and learn about what it takes to make live events possible. If that resonates, and you’re someone with integrity, commitment, and a strong drive to deliver great products, we’d love to hear from you.
An entrepreneurial spirit, the Channel Manager – North America will be responsible for defining and executing strategic goals for Sales and Marketing efforts in delivering growth with our regional Channel Partners. In conjunction with the Director, Channel Management, the Channel Manager will develop and execute on an annual plan focusing on an assigned portfolio of Channel Partners, with oversight of an ancillary group of Channel Partners. This role Includes building strategic partnerships, identifying and building key stakeholder relationships, recognizing business trends for growth opportunities and working with the sales team to determine channel partner development priorities.
The Channel Manager – North America will understand industry and customer challenges, identify opportunities for improvement and plan and execute training and development, commercial and marketing activities to increase the focus and competence of our Channel Partners. This role interacts with the Ross Video regional sales teams to identify prospective Channel Partners, share market intelligence and educate Channel Partners on solution fit.
Who you report to: Director, Channel Management – North America
What we offer:
Ross offers competitive salaries and comprehensive health plans, as well as several perks to help you perform at your best.
Some of these perks include flexible hours, generous paid time off, fitness/wellness allowance, employee share ownership program, professional development support and a ton of fun social activities and events!
Best of all, you will be part of the Ross Video team, and we’ve got a pretty energizing environment here.
What the job is all about:
- Responsible for proactively and aggressively growing existing and new business relationships for Ross Video based on an assigned portfolio of Channel Partner accounts across North America, including Canada and the USA.
- Develop and execute annual sales plans with key Channel Partners, including annual quota retirement and meeting monthly order targets for the assigned portfolio of Channel Partner accounts each fiscal year.
- Develop product and solution curriculums for Channel Partner training, in collaboration with the Channel Program Manager.
- In conjunction with the Director, Channel Management, this role manages the Sales forecast analysis and reporting for the Channel Partner accounts within their portfolio.
- Works collaboratively with the Inside Sales Teams and Regional Sales Teams, particularly where Channel Partners have locally based business entities to ensure that partners are satisfied, and sales opportunities are adequately leveraged for Ross.
- Direct channel development activity in the territory, and coordinate sales distribution by establishing business partner territories, quotas and goals.
- Work with the North American marketing team to develop a coherent plan around Channel Partner communications and marketing activities including participation at exhibitions and events.
- Use the Ross Video Partner Program to increase indirect sales revenues with Channel Partners.
- Collaborates with Regional Sales Managers to close indirect business opportunities and achieve monthly quota targets through indirect sales development.
- Build key, long-term relationships with partner executives and management.
- Deliver sales presentations and material in-person and virtually to Channel Partners.
- Perform market analysis to determine customer needs, price schedules, and discount rates.
- Present a Quarterly Business Review (QBR) through the preparation of quarterly sales reports showing sales volume, potential sales, and areas of proposed Channel Partner expansion.
- Monitor and evaluate the activities and products of the competition.
- Review articles in trade publications to keep abreast of technological developments in types of professional equipment merchandised
- Travels to customer sites to conduct sales meetings and presentations and evaluate potential sales opportunities in the best interest of the Channel Sales Team.
- Supports the broader Sales Team’s efforts at major trade shows (e.g. NAB) and other industry events.
Who you are:
- College / University degree in Business Administration, Commerce, Communications, Marketing, or related discipline (equivalent work experience in a similar B2B Sales role such as a Regional Sales Manager will also be considered)
- Minimum 5 years’ experience in a complex sales environment, with at least 3 years in a direct or inside sales role responsible for selling broadcast and live production equipment and solutions.
- Deep knowledge of Sales principles, methods, practices, and techniques.
- Experienced user of CRM software (ideally Salesforce.com) and ideally, with the ability to produce and understand how complex quotes are created using these tools.
- 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 relationships with customers and business partners.
- Extensive experience in sales forecasting, pipeline management, and strategic planning.
- Practical knowledge of the broadcast and live production industry, including familiarity with key components used in broadcast electronics applications, product lines, key accounts, and competitors of Ross Video.
- Experience Selling & Marketing Video Solutions and/or Live Production Equipment to channel partners.
- Familiarity with channel partners and consultants throughout the territory.
- Experience in establishing partner networks for Video Production Solutions.
- Experienced user of Microsoft Office Suite.
- Skillful negotiator, with demonstrated experience closing deals with senior and executive stakeholders.
- Positive-minded and self-motivated team player.
- Natural problem solver with high tolerance for ambiguity and developing creative solutions.
- Strong interpersonal and presentation skills, both in person and virtually.
- High attention to detail and organizational skills.
- Passionate, with the willingness to educate others about Ross Video’s products and solutions.
- Valid passport & driver’s license and willingness to travel internationally up to 60% of the time to customer sites and/or major tradeshows and events.
Equity, Diversity & Inclusion
At Ross, we embrace diversity, and we want you to bring your authentic self to work. We are committed to building a team that includes a variety of backgrounds, perspectives, and skills. Inclusivity drives innovation and creativity, and that’s something we’re passionate about at Ross! We believe everyone should be able to enjoy a rewarding career at Ross, regardless of race, colour, religion, sexual orientation, gender, gender identity or expression, marital status, age, veteran status, physical or mental disability. If a disability means that you need any additional support during the recruitment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.
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