What are the responsibilities and job description for the Channel Sales Manager – USA Market position at Bolin Technology?
About the Role
We are seeking an ambitious, results-driven Channel Sales Manager to oversee, expand, and strengthen our distributor, reseller, and system integrator network across North America, with a primary focus on the USA. Reporting directly to the Chief Product and Revenue Officer, you will be responsible for identifying, onboarding, and supporting high-performing channel partners, including distributors, resellers, and system integrators.
In this role, you will grow channel revenue by expanding partner engagement, increasing active reseller participation, and develop strategic relationships that deliver sustainable revenue growth.
Key Responsibilities
• Channel Development:
o Identify, recruit, onboard, and develop high-performing channel partners throughout North America.
o Expand Bolin's market presence by establishing relationships with distributors, resellers, systems integrators, and consultants.
o Build long-term partner relationships through regular business reviews, account planning, and joint growth initiatives.
• Channel Strategy & Brand Protection:
o Develop programs that maximize partner success while maintaining pricing integrity, channel harmony, and consistent customer experience. Assist partners with product positioning, competitive differentiation, and sales strategies to maximize opportunities.
o Monitor partner performance and collaborate with leadership to resolve channel conflicts and improve overall channel effectiveness.
• Partner Performance & KPIs:
o Work with leadership to establish measurable performance objectives for channel partners, including revenue growth, engagement, sales development, and marketing activities. Regularly review partner performance and develop action plans to improve results.
• Partner Enablement:
o Deliver product demonstrations, sales presentations, and training sessions to partner sales and technical teams, both virtually and on-site.
o Develop sales tools to reinforce product messaging and help partners convey the value of Bolin solutions. Ensure partners have the knowledge and resources needed to effectively position and support Bolin solutions.
• Market Intelligence:
o Gather competitive market data, pricing trends, and competitor analysis to inform product positioning and sales strategy.
o Serve as the voice of the customer by communicating market requirements and feature requests for Product Management and Marketing.
o Stay informed on emerging technologies and market developments within the Professional AV, Broadcast, and Live Production industries.
• Events & Field Support:
o Represent Bolin at trade shows, partner events, customer meetings, and industry functions throughout the assigned territory.
o Travel as needed to support partners, conduct training, and assist with sales opportunities.
• Reporting:
o Maintain accurate opportunity and activity records within the company CRM.
o Provide regular updates on partner activities, pipeline, and territory performance.
Qualifications & Requirements
• Experience: Minimum of 5 years of experience in channel sales, business sales, or technical sales within the Americas region.
• Education: Bachelor’s degree in Communications, Business, or a related field (or equivalent practical experience).
• Software Proficiency: Exceptional command of MS Office applications (Excel, PowerPoint, Word, Outlook), NetSuite or similar ERP systems, Zoho or similar CRM systems
• Travel: Willingness and ability to travel as needed across the USA and North America region for partner visits and industry events.
• Professional Attributes:
o Strong "owner mentality" with an entrepreneurial, self-starter approach to business growth.
o Excellent written/verbal communication, presentation, and cross-cultural interpersonal skills.
o Strong time management and independent problem-solving capabilities.
Preferred Qualifications (Nice to Have)
• Industry & Technical Expertise: Solid technical understanding and hands-on experience with Pro AV cameras, broadcast video standards, and AV hardware.
• Ecosystem Knowledge: Deep understanding of the broader livestreaming ecosystem, Pro AV workflows, or commercial video production environments.