Channel Partner Manager - VSN Arena

Sobre el puesto

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.
Here is a little window into our company: 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 distribution
Map 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 programme
Maintain 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 reference
Define 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 architectures
Ensure 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 Arena
Run weekly partner pipeline reviews; co-sell on Tier-1 deals alongside direct Sales and Pre-Sales
Identify and unblock deals where pricing, technical fit, or commercial terms are slowing partner-led opportunities
Cross-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 satisfaction
Maintain a partner scorecard tracking activation rate, ARR contribution, certification status, and renewal performance
Make tiering decisions: promote high performers, support underperformers with action plans, and offboard inactive partners
Own 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 partner
Represent 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 protection
Work with Pre-Sales (under the Head of Pre-Sales) to schedule technical enablement, joint demos, and proofs-of-concept for partner deals
Align with the Head of Revenues and Customer Renewals on partner-managed customer renewals and expansion
Provide 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 technology
Demonstrated track record of recruiting, signing, and activating reseller / SI partnerships across multiple geographies
Direct experience in at least one of: broadcast technology, live sports production, media asset management, or video infrastructure
Quota-carrying or KPI-carrying background with consistent attainment of partner-sourced revenue targets
Strong commercial fluency: partner economics, margin structures, deal registration, and rules of engagement
Native or near-native English plus working proficiency in at least one of Spanish, French, Italian, or German
Comfort with HubSpot CRM (or equivalent) for pipeline management, partner records, and forecasting
Willingness to travel up to 35% across North America, Europe, and Latin America
Legally…