- Shape how Telestream scales through partners and enterprise customers - Influence the future of video workflows across industries - Operate with autonomy while collaborating with a deeply technical, high-performing team - Play a visible role in Telestream’s next phase of growth **Key Outcomes & Impact** In the first 12–18 months, the RSM will: - Expand and activate a scalable channel footprint across the Mountain West - Increase qualified pipeline through partner and direct motions - Drive net-new ARR and expansion revenue across key accounts - Strengthen Telestream’s presence as a strategic platform partner—not just a point solution vendor - Improve forecast accuracy and deal velocity within the region **Core Responsibilities** *Channel Strategy & Partner Ecosystem Leadership (≈60%)* - Build and scale regional partner leverage - Develop and execute a territory-specific channel strategy aligned to Telestream’s GTM priorities. - Identify gaps in coverage across verticals (broadcast, sports, enterprise, public sector, education) and recruit new VARs, SIs, and technology partners. *Enablement & Co-selling* - Leverage internal resources to train partners on Telestream’s portfolio and value propositions across Workflow, Measurement, and Professional Tools. - Co-develop account plans, joint pipeline, and solution positioning with top-performing partners. - Act as a trusted advisor to partner sales teams, supporting complex deal strategy and technical alignment. - Partner performance management - Establish measurable goals for pipeline creation, win rates, and revenue contribution. - Prioritize investment in high-impact partners while rationalizing underperforming relationships. *Direct Regional Sales & Strategic Account Development (≈40%)* - Enterprise selling - Manage and expand a targeted set of high-value direct accounts and opportunities. - Lead complex, consultative sales cycles involving technical stakeholders, procurement, and executive sponsors. *Solution Orchestration* - Position Telestream as a platform partner across end-to-end video workflows, including ingest, file based media processing and QC, distribution, monitoring, and live production. - Collaborate with Solutions Engineering, Product Management, and Customer Success to shape differentiated proposals. *Pipeline and Forecasting Discipline* - Maintain accurate 30/60/90-day forecasts in Salesforce. - Drive consistent pipeline generation and progression aligned to quarterly and annual targets. *Cross-Functional Leadership* - Partner closely with Solutions Engineering, Channel Enablement, Customer Success, Renewals, and Professional Services to ensure seamless handoffs and lifecycle expansion. - Provide market feedback to Product and Marketing on regional trends, competitive dynamics, and emerging customer needs. - Represent Telestream at industry events (e.g., NAB, regional trade shows, partner forums).