Channel Sales Manager

Too many Channel Manager roles are administrative. They spend their days updating portals, delivering swag, and begging for attention.

This role is different. We aren't looking for a "caretaker." We are looking for an Entrepreneur within the Channel.

You will be the engine behind our partnership with National Service Providers (NSPs). Your job isn't just to "maintain" the relationship; it's to navigate these massive organizations, find the hungry sellers, and turn our products into their strategic advantage.

You will thrive here if you:

• Act with a Proactive Sales Mindset: You don't just wait for a partner to bring you a deal. You uncover opportunities within the partner ecosystem.
• Build High-Touch Relationships: As a Danish company, we value deep, authentic connections. You’ll be building trust, not just transactional volume.
• Excel in Orchestrating a Complex Partner Ecosystem: You love being the connector — tying our internal experts to the partner's sales teams to unlock deals.

Airtame is a platform for shared screens across education and business. It lets people share their screen, join video calls, and show content on any display — wirelessly, from any device and operating system. IT teams manage everything via Airtame Cloud, and the platform works with both Airtame and Airtame-enabled third-party hardware. Founded in Denmark in 2013, Airtame is built for real-world environments with mixed tech, and is used in thousands of schools and workplaces globally.

The Outcomes (What you will deliver)

Success isn't just "happy partners." It's measurable growth. Here is what you will achieve in Year 1:

• Amplify Airtame’s channel presence by growing  and managing strategic NSP (National Service Providers) partners in North America
• Optimize In-House Share: Move us from being "one of the options" to the "default recommendation" for key partner reps
• Activate Sellers: Identify the top sellers within the partner orgs (NSPs) and turn them into evangelists who generate net new leads for us.
• Drive High-Impact Activity: Lead events and joint activities (e.g., Floor days, Lunch & Learns, Regional Events) that result in pipeline, not just empty networking.

What will make you successful (Requirements)

We need a salesperson who speaks "Partner," not a Channel Account Manager who tries to sell.

• 5+ years’ experience in B2B channel sales, selling through partners at either a product company (vendor) or a multi-brand provider (VAR, distributor, or reseller).
• The "Channel Strategist": You have sharp commercial instincts. You view a large NSP (like CDW, Insight, etc.) as a greenfield opportunity. You know how to map their org chart and find the revenue drivers.
• The Super-Connector: You are the glue. You know how to bring the right internal resources (SEs, Leadership) to the right partner meetings to close the gap.
• Structured & Strategic: Complex sales processes don't scare you. You can manage the chaos of large partner organizations with structure and clear plans.
• Relationally Intelligent: You know that business is done between people. You can build genuine rapport with everyone from a junior inside sales rep to a VP at a reseller.
• Experience selling ProAV or Collaboration Hardware solutions is a strong plus, specifically familiarity with the channel partner ecosystem (distributors and resellers)
• Practicalities
• Willing to travel for quarterly team meetings, conferences, and industry events.
• Regular travel to partner sites (weekly basis)
• Must be located in Chicago, IL

Why Airtame

• Join an innovative company that values work-life balance and a flat hierarchy.
• Diverse team that thrives on collaboration and creativity.
• Be part of shaping a growing business and your own career path.
• Competitive salary and commission structure.
• Private health insurance, 401(k) with employer match, and generous parental leave
• 3 weeks vacation in first year with 4 weeks thereafter + 5 annual flex days