Descripción de la oferta
Channel Partner Manager – VSN Arena
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!
What your day will look like
Partner Recruitment and Network Development
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 distributionMap 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 programmeMaintain an active partner pipeline in HubSpot CRM with clear stages, next steps, and forecasted activation dates
Partner Onboarding and Enablement
Lead the onboarding journey for every newly signed partner: contract execution, portal access, branding kit, sales playbook, and pricing referenceDefine 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 architecturesEnsure every active partner has demo access, marketing assets, and a documented joint go‑to‑market plan within 90 days of signature
Partner‑Sourced Pipeline and Revenue
Drive partner‑sourced and partner‑influenced pipeline against quarterly and annual ARR targets for VSN ArenaRun weekly partner pipeline reviews; co‑sell on Tier‑1 deals alongside direct Sales and Pre‑SalesIdentify and unblock deals where pricing, technical fit, or commercial terms are slowing partner‑led opportunitiesCross‑sell the broader VSN portfolio (VSNExplorer+, VSNext.AI, VSNCrea, VSNOneTV) into Arena partner accounts where relevant
Partner Performance Management
Hold Quarterly Business Reviews (QBRs) with all Tier‑1 and Tier‑2 partners covering pipeline, certifications, joint marketing, and customer satisfactionMaintain a partner scorecard tracking activation rate, ARR contribution, certification status, and renewal performanceMake tiering decisions: promote high performers, support underperformers with action plans, and offboard inactive partnersOwn the partner renewal motion in coordination with the Head of Revenues and Customer Renewals to protect end‑customer churn
Joint Marketing and Demand Generation
Build joint marketing plans (webinars, regional events, co‑branded content, trade show presence) with each strategic partnerRepresent 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
Cross‑Functional Collaboration
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 protectionWork with Pre‑Sales (under the Head of Pre‑Sales) to schedule technical enablement, joint demos, and proofs‑of‑concept for partner dealsAlign with the Head of Revenues and Customer Renewals on partner‑managed customer renewals and expansionProvide structured market feedback to Product on competitive positioning, partner‑driven feature requests, and regional buying behaviours
About You
Must‑Have
5+ years of channel sales, partner management, or alliances experience selling B2B SaaS or media technologyDemonstrated track record of recruiting, signing, and activating reseller SI partnerships across multiple geographiesDirect experience in at least one of: broadcast technology, live sports production, media asset management, or video infrastructureQuota‑carrying or KPI‑carrying background with consistent attainment of partner‑sourced revenue targetsStrong commercial fluency: partner economics, margin structures, deal registration, and rules of engagementNative or near‑native English plus working proficiency in at least one of Spanish, French, Italian, or GermanComfort with HubSpot CRM (or equivalent) for pipeline management, partner records, and forecastingWillingness to travel up to 35% across North America, Europe, and Latin AmericaLegally authorized to work in Spain
Nice‑to‑Have
Existing relationships with broadcast and sports SI/reseller networks across the US, EU, or LATAMFamiliarity with live sports production workflows (multi‑camera, replay, graphics, OTT distribution)Experience designing or running partner certification and enablement programmesSpanish‑headquartered company or multilingual commercial team experience
Candidate Profile
Builder mindset — comfortable shaping a partner network from a partial baseline rather than maintaining a finished oneCommercially direct, structured, and accountable; able to move from partner identification to signed agreement to first deal in a defined and measurable cadenceSkilled relationship operator who can hold partners to clear performance standards while keeping the relationship strongStrong written communicator able to produce QBR decks, partner playbooks, and board‑ready pipeline summaries without reworkIndependent self‑starter who thrives in a multi‑region, multi‑product environment with frequent cross‑functional handoffs
What We Offer
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 DirectorCompetitive base salary plus a partner‑performance variable plan tied to signed and activated partners and partner‑sourced ARRA multilingual, multinational team operating across Spain, Italy, France, Germany, the UK, the US, Canada, and MexicoActive participation in flagship industry events, including NAB Show, IBC, SVG Europe, and SportsPro
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