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Who are we?

Riedel Communications, founded in 1987, designs, manufactures and distributes innovative real-time networks for IP, Video, Audio and Communications. Its products are used for broadcast, pro-audio, event, sports, theatre and security applications worldwide. The company is known for pioneering digital audio matrix systems and fibre-based real-time network technology.

Riedel Group is headquartered in Wuppertal, Germany and employs over 700 people in 20 locations throughout Europe, Australia, Asia and the Americas. In the USA, Riedel is incorporated in Santa Clarita, CA with a nation-wide sales presence.

As a result of continued growth, Riedel Communications is looking to hire a talented and motivated candidate to join our US Sales Team.

This is a remote position, working from home with domestic travels and regular trips to customers’ sites. The candidate must be based in the North America near any major US city

The position directly reports to Senior Channel Sales Manager, North America

Your areas of responsibilities

The Channel Manager is responsible for:

  • Implementing channel sales strategies to meet sales quotas
  • Maintaining partner and prospective partner relationships using CRM software (Salesforce)
  • Managing growth plans with current and prospective channel partners
  • Ability to use leadership and sales acumen to train and develop partner’s sales staff

Planning:

  • Facilitate channel partner strategy that includes managing current partners, recruiting new partners and growing indirect sales revenue
  • Collaborate and align with sales and business development leaders
  • Build business plans with focus partners to drive mindshare and growth
  • Lead joint partner planning to develop business plans that identify performance objectives, financial targets, milestones and KPI’s

Market Differentiation:

  • Develop and deliver compelling partner value propositions that produce mutually beneficial and meaningful relationships between all levels of Riedel, including product management, engineering, sales, finance and the executive teams

Sales and GTM:

  • Sells with and through partner organizations to end users in coordination with partner sales resources
  • Maintain Riedel Partner program in cooperation with Sales & Marketing leadership
  • Discover and advocate for improved business processes to effectively engage with Partner Channel
  • Creates channel sales strategies and leads team in delivering sales goals.
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
  • Track sales pipeline and bookings against quota and other metrics
  • Leverage strategic relationships and business partnerships to drive revenue
  • Maintain Partner channel reports in Salesforce and ensure that processes are followed
  • Execute sales training and provide marketing support
  • Represent Riedel at regional trade shows

Relationship Management:

  • Manage, develop and own productive relationships with key personnel in all channel partner accounts
  • Work with Riedel leadership to ensure the right processes, guidelines and governance models are in place including agreements, executive relationships and processes.
  • Creates and leads a defined joint partner onboarding planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
  • Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
  • Conduct periodic meetings with Partners to review performance and recommend corrective actions
  • Ensures partner compliance with partner agreements.
  • Drives adoption of company programs among channel partners

Cross functional collaboration:

  • Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations
  • Coordinate corporate resources, including technical, service and support to meet channel partner performance objectives

Your Profile

The Channel Manager must be an excellent communicator and active listener who takes the time to comprehend what others say and then use the information they learn to build relationships. 

The candidate will be socially perceptive and aware of nonverbal cues to feel out how a negotiation is going and be able to adjust accordingly. 

The candidate will also have to be innovative in their quest to help their channel partners effectively sell their product. 

The overall objective for this position is to increase sales through channel partners. 

KPI's : Overall Sales Volume through channel CM2

A minimum two years of Channel Sales Experience in Broadcast, AV, Entertainment market Experience Preferred.

Grow with us!

Become part of our team! We offer you an exciting field of activity with a lot of personal responsibility and opportunities to grow!

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Your contact


Shilpa Yeole
Riedel Communications Inc.
25702A Rye Canyon Road
Santa Clarita CA 91355
United States of America

+1 818.559.6900