Senior Territory Sales Manager

Role & responsibilities

Develop and execute channel sales strategies for audio-visual (AV) products and solutions to achieve revenue goals and expand market penetration.

Identify, onboard, and manage new channel partners such as system integrators, AV resellers, distributors, and solution providers, with a strong focus on government sector opportunities.

Build and maintain long-term relationships with existing partners by providing them with sales support, technical training, and go-to-market resources.

Collaborate with marketing, product, and operations teams to align AV channel strategies with organizational objectives.

Conduct quarterly business reviews with channel partners to track performance, resolve challenges, and identify government and enterprise growth opportunities.

Analyze market trends, competitor offerings, and partner feedback to recommend innovative sales strategies. Design and execute channel marketing programs, promotional campaigns, and partner incentives to drive engagement.

Track and report KPIs including sales pipeline, forecast accuracy, channel profitability, and AV market share.

Stay up to date with emerging AV technologies, government procurement policies, and competitor movements to ensure competitive positioning.

Represent the company at industry expos, AV technology events, government trade fairs, and partner conferences to increase visibility and strengthen relationships.

Preferred candidate profile

Minimum 5+ years of proven success in channel sales management within the Audio Visual / IT solutions domain, preferably with government sector exposure.

Strong knowledge of AV channel ecosystems, including resellers, distributors, and system integrators.

Hands-on experience in handling government tenders, e-procurement processes, and public sector sales cycles.

Strong leadership skills to inspire, guide, and mentor channel partners toward achieving sales growth.

Excellent presentation, communication, and negotiation skills with the ability to influence decision-making at senior levels.

Strategic mindset with a results-driven approach and ability to execute effective AV channel sales initiatives. Ability to thrive in a fast-paced, evolving AV technology market with flexibility to adapt strategies.

Willingness to travel frequently to engage partners, meet government stakeholders, and attend industry events.