Channel Development Manager, Resi

Job description

**Channel Development Manager** **Location: Remote in **AZ, AR, CA, CO, FL, GA, IL, IN, IA, MD, MI, MN, MO, NC, OH, OK, PA, SC, TN, TX, WA, VA**** **About the Role** Resi Media, LLC, a Pushpay company, is a privately held technology company broadcasting content for thousands of organizations around the globe. The industry leader in providing ultra-reliable live streaming to both physical venues and web destinations over a standard internet connection. Resi provides world-class technical support and customer service, having one of the highest satisfaction rates in the media industry. The Channel Development Manager owns Resi's distribution and dealer relationships, and is responsible for converting them into new recurring revenue and hardware growth across all verticals. This role manages the distributor relationship end to end — leadership alignment, line card positioning, enablement, and business reviews — and works through the distributor's sales organization to recruit, activate, and grow the dealer network. The Channel Development Manager also builds the operating model and readiness criteria that allow Resi to add additional distribution partners over time. **Supervisory Responsibilities:** *None* **Named as one of BuiltIn ‘**Best Places to Work**’ in Seattle, Denver and Dallas for 2025; ranked number **10** by Seattle Business Magazine in the ‘**Washington’s 100 Best Companies to Work For’** list in the large companies category for 2024; named as a 2025 '**Best Places to Work for Women'** by Best Companies Group.** **Benefits and Compensation** We have a passion for making all employees feel supported. In addition to having a genuine interest in helping you do your best work and drive your career, we offer: - 100% employer-paid premiums for Medical HDHP Plan, Dental, and Vision for employee - 70% employer-paid premiums for Medical PPO Plan for employees, and Medical, Dental, and Vision for dependents - 401K match - Hybrid work model - 3 days in the office / 2 days remote each week - 12 paid Company Holidays - 2 paid Volunteer Time Off days - 15 days PTO, to start, increases with tenure and seniority. - Paid parental and adoption leave - Compensation Range: **$90k base + $60k variable = $150k OTE** *Compensation ranges are determined by role and location. The range displayed on each job posting reflects the pay range for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.* **The following states are approved as remote work locations for this position: AZ, AR, CA, CO, FL, GA, IL, IN, IA, MD, MI, MN, MO, NC, OH, OK, PA, SC, TN, TX, WA, VA - All other states are not in consideration for this role at this time.** **What You’ll Do:** - **Distributor relationship management:** Serving as the primary point of contact for Resi's distribution partners, including leadership alignment, line card positioning, quarterly business reviews, and day-to-day operational coordination. - **Distributor enablement:** Building and running enablement programs in partnership with the Channel Solutions Engineer — inside sales training, outside rep ride-alongs, sales tools, and battle cards. - **Dealer recruitment and activation:** Driving recruitment and activation across the entire distribution base, including both the existing dealer population and newly recruited dealers. - **Dealer base segmentation:** Analyzing the dealer population by transaction activity and reason for inactivity, prioritizing effort where it is addressable, and routing product-driven gaps to Product Management as market intelligence. - **Revenue ownership:** Carrying and reporting hardware and software performance separately, and managing to each rather than to a blended revenue figure. - **Customer handoff motion:** Building the dealer-to-Customer Success introduction motion that supports the renewal conversation for distributor-sourced customers. - **Distribution expansion:** Developing the playbook, readiness criteria, and onboarding process required to bring on additional distribution partners. - **Market analysis:** Staying informed about market trends, competitor activity, distribution dynamics, and customer needs to adjust channel strategy accordingly. - **Event representation:** Representing Resi at industry, distributor, and integrator-facing events throughout the year, including events that are not channel-specific but draw the integrator community. - **Collaboration with internal teams:** Coordinating with sales, marketing, product, engineering, customer success, and support to ensure aligned messaging and smooth channel operations. **What You’ll Bring:** - **Two-tier distribution fluency:** Understanding the distinction between sell-in and sell-through, and how distribution economics, inventory, and line card priority work. - **Influence without authority:** Comfort producing results through a partner's sales organization rather than selling directly; the day-to-day work is enabling and influencing people who do not report to Resi. - **Enablement and presentation ability:** Able to train and present credibly to a room of sales reps; enablement is a continuous part of this role rather than an onboarding phase. - **Analytical skills:** Ability to interpret dealer-level and revenue-type data, segment a large partner base, and act on what the data indicates. - **Negotiation skills:** Ability to structure and manage distribution agreements, program terms, and partner expectations. - **Industry understanding:** Familiarity with broadcast and production technology, and the systems integration business. **Education and Experience:** - A high school graduate (or holder of an equivalent degree) with BS/BA preferred - 3+ years of indirect or channel sales experience - Experience working with or for a two-tier distributor, or at a manufacturer selling through distribution, strongly preferred - 3+ years experience in the production/live event space and/or professional AV industry - Experience carrying a recurring revenue or subscription number is useful but not required - Strong computer skills - Strong communication and interpersonal skills - Travel expected **Work Environment & Physical Demands:** *Prolonged periods of sitting at a desk and working on a computer will be required. This role consistently operates standard office equipment such as computers and phones. This is largely a sedentary role but may occasionally require lifting up to 50 pounds, walking, bending, or standing as necessary. This description reflects management's assignment of essential functions, it does not prescribe or restrict the tasks that may be assigned.* *If you require a modification to your work equipment or furniture please contact the People Team -**[peopleteam@pushpay.com](mailto:peopleteam@pushpay.com)* Pushpay is committed to equal opportunity. We value and embrace diversity and inclusion of all Team Members. Pushpay uses E-Verify to confirm employment eligibility. Head to our [career page](https://pushpay.com/about-us/careers/united-states) to learn more. If you have a disability under the Americans with Disabilities Act or similar law, or you require religious accommodation, and you wish to discuss potential accommodations related to applying for employment at Pushpay, please contact [peopleteam@pushpay.com](mailto:peopleteam@pushpay.com). **About**[**Pushpay**](https://s41008.pcdn.co/wp-content/uploads/2022/05/PushpayAnnualReport2022.pdf) Pushpay helps organizations and communities come to gather & stay connected, strengthening community, connection, and belonging through our suite of mobile apps, management software, and giving technology. Our 550 Pushpay teammates support 10,000+ customers as they drive social good, and we’re honored to have processed over $15 billion in charitable giving. We’re growing fast, including some exciting acquisitions in recent years, and we need driven talent. Join Pushpay and grow with us! \*\*Applications will be taken on an ongoing basis.