Channel Partner Manager - VSN Arena
hace 3 días
Barcelona
The Channel Partner Manager — VSN Arena owns the recruitment, onboarding, enablement, and ongoing performance management of resellers, system integrators, and technology alliances that take VSN Arena to market across the United States, Canada, Mexico, Spain, Italy, France, Germany, and the United Kingdom. This role is the commercial engine behind our indirect channel for Arena: building a productive partner network, driving partner‑sourced ARR, and ensuring every partner is equipped to sell, demonstrate, and deliver Arena successfully. The Channel Partner Manager works closely with the Sales, Pre‑Sales, and Customer Engagement teams to ensure tight alignment between direct and indirect motions. About VSN and Woody Technologies VSN (Video Stream Networks, S.L.) and Woody Technologies form a unified commercial organisation building software for the broadcast, media, and live sports industries. Our portfolio spans content management, AI‑powered media intelligence, live sports production, and creative automation, deployed by leading broadcasters, sports federations, and content owners worldwide. VSN Arena is our flagship live sports and event production platform, designed for clubs, leagues, federations, and broadcasters who need to capture, produce, and distribute live action with broadcast‑grade quality and operational simplicity. As Arena adoption accelerates across the US, Europe, and Latin America, we are scaling the channel ecosystem that supports its commercial reach. The successful candidate will be based anywhere in Spain, working in a remote work model with a requirement to travel to our office in Barcelona on a regular basis! • Identify, qualify, and recruit Channel Partners across the US, Canada, Mexico, Spain, Italy, France, Germany, and the UK, with a profile aligned to live sports, broadcast SI, and media technology distribution, • Map the addressable partner landscape by region; build a tiered prospect pipeline (Tier 1 strategic, Tier 2 transactional, Tier 3 referral), • Negotiate partner agreements, commercial terms, margin structures, and tier criteria in line with VSN's standard partner programme, • Maintain an active partner pipeline in HubSpot CRM with clear stages, next steps, and forecasted activation dates, • Lead the onboarding journey for every newly signed partner: contract execution, portal access, branding kit, sales playbook, and pricing reference, • Define and run the VSN Arena partner certification path covering Sales Certification (positioning, pricing, competitive) and Technical Certification (demo, deployment basics, support escalation), • Coordinate with Pre‑Sales to deliver hands‑on Arena demo training and reference architectures, • Ensure every active partner has demo access, marketing assets, and a documented joint go‑to‑market plan within 90 days of signature, • Drive partner‑sourced and partner‑influenced pipeline against quarterly and annual ARR targets for VSN Arena, • Run weekly partner pipeline reviews; co‑sell on Tier‑1 deals alongside direct Sales and Pre‑Sales, • Identify and unblock deals where pricing, technical fit, or commercial terms are slowing partner‑led opportunities, • Cross‑sell the broader VSN portfolio (VSNExplorer+, VSNext.AI, VSNCrea, VSNOneTV) into Arena partner accounts where relevant, • Hold Quarterly Business Reviews (QBRs) with all Tier‑1 and Tier‑2 partners covering pipeline, certifications, joint marketing, and customer satisfaction, • Maintain a partner scorecard tracking activation rate, ARR contribution, certification status, and renewal performance, • Make tiering decisions: promote high performers, support underperformers with action plans, and offboard inactive partners, • Own the partner renewal motion in coordination with the Head of Revenues and Customer Renewals to protect end‑customer churn, • Build joint marketing plans (webinars, regional events, co‑branded content, trade show presence) with each strategic partner, • Represent VSN Arena and the partner programme at key industry events (NAB Show, IBC, SVG Europe, SportsPro, Stream TV Europe, regional sports tech events), • Coordinate with Marketing to produce localised partner enablement content across English, Spanish, French, Italian, and German markets where required, • Partner closely with the Sales Lead and US GTM Lead to ensure clean rules of engagement between direct and indirect motions, including deal registration and territory protection, • Work with Pre‑Sales (under the Head of Pre‑Sales) to schedule technical enablement, joint demos, and proofs‑of‑concept for partner deals, • Align with the Head of Revenues and Customer Renewals on partner‑managed customer renewals and expansion, • Provide structured market feedback to Product on competitive positioning, partner‑driven feature requests, and regional buying behaviours, • 5+ years of channel sales, partner management, or alliances experience selling B2B SaaS or media technology, • Demonstrated track record of recruiting, signing, and activating reseller SI partnerships across multiple geographies, • Direct experience in at least one of: broadcast technology, live sports production, media asset management, or video infrastructure, • Quota‑carrying or KPI‑carrying background with consistent attainment of partner‑sourced revenue targets, • Strong commercial fluency: partner economics, margin structures, deal registration, and rules of engagement, • Native or near‑native English plus working proficiency in at least one of Spanish, French, Italian, or German, • Comfort with HubSpot CRM (or equivalent) for pipeline management, partner records, and forecasting, • Willingness to travel up to 35% across North America, Europe, and Latin America, • Legally authorized to work in Spain, • Existing relationships with broadcast and sports SI/reseller networks across the US, EU, or LATAM, • Familiarity with live sports production workflows (multi‑camera, replay, graphics, OTT distribution), • Experience designing or running partner certification and enablement programmes, • Spanish‑headquartered company or multilingual commercial team experience, • Builder mindset — comfortable shaping a partner network from a partial baseline rather than maintaining a finished one, • Commercially direct, structured, and accountable; able to move from partner identification to signed agreement to first deal in a defined and measurable cadence, • Skilled relationship operator who can hold partners to clear performance standards while keeping the relationship strong, • Strong written communicator able to produce QBR decks, partner playbooks, and board‑ready pipeline summaries without rework, • Independent self‑starter who thrives in a multi‑region, multi‑product environment with frequent cross‑functional handoffs, • A pivotal commercial role inside a fast‑moving, AI‑forward media technology group with a clear product roadmap (Arena, Explorer+, VSNext.AI, VSNCrea, VSNOneTV), • Genuine ownership of a multi‑region partner programme, with executive sponsorship and direct visibility to the Managing Director, • Competitive base salary plus a partner‑performance variable plan tied to signed and activated partners and partner‑sourced ARR, • A multilingual, multinational team operating across Spain, Italy, France, Germany, the UK, the US, Canada, and Mexico, • Active participation in flagship industry events, including NAB Show, IBC, SVG Europe, and SportsPro #J-18808-Ljbffr
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