Channel Account Executive

VIDIZMO is an AI software company headquartered in Tysons, Virginia. We build Nexus, AI Intelligence Hub, AI Live Insight and Redactor, a product family that lets an organization search, analyze, redact and act on its unstructured data, where video, audio, images, documents and text are treated as equal first-class sources rather than one format with the rest bolted on. More than 100 customers run VIDIZMO in production across public safety and justice, government, healthcare, financial services, education, legal, manufacturing and energy, and much of that installed base runs on premises, in air-gapped environments, or in FedRAMP High environments through our hosting partners, on a CJIS Security Policy-aligned architecture.

We are an independent software vendor. We build and support the software, and the channel sells it, with qualified partners also installing, delivering and supporting deployments for their own clients. That model shapes almost every role here: the people we hire spend their time making partners and customers successful rather than pushing paper through a direct sales funnel.

As we continue to expand our footprint across public sector and enterprise markets, we are building a world-class channel organization to accelerate growth through strategic partners, resellers, and system integrators.

Role Summary

We are seeking an experienced Channel AM to design, build, and scale our partner-driven sales engine. This role is responsible for recruiting and managing a network of resellers, system integrators, and technology partners, and for driving measurable revenue growth through those relationships — with a particular focus on public sector and public safety markets.

The ideal candidate has a proven, quantifiable track record in IT/enterprise software sales — SaaS experience strongly preferred — and understands how to navigate long government sales cycles, procurement processes, and partner-led go-to-market strategies.

Key Responsibilities

Partner Recruitment & Onboarding

Identify, evaluate, and recruit new channel partners including resellers, system integrators (SIs), and technology alliance partners

Design and execute structured onboarding programs to enable partners to sell VIDIZMO's platform effectively

Build a scalable partner tiering and certification framework

Revenue Growth & Pipeline Management

Own and drive channel-sourced revenue targets on a quarterly and annual basis

Build joint pipeline with partners and actively manage deal registration, forecasting, and progression

Support partners through complex, multi-stakeholder public sector sales cycles

Go-to-Market Strategy

Develop joint go-to-market plans, campaigns, and enablement content with key partners

Collaborate with marketing to build co-branded materials, case studies, and public sector-specific positioning (e.g., public safety, law enforcement, justice, transportation)

Identify white-space opportunities within existing partner accounts

Partner Management & Enablement

Conduct regular business reviews (QBRs) with partners to track performance against targets

Provide technical and sales enablement training to ensure partners can articulate VIDIZMO's value proposition confidently

Act as the primary escalation point for partner-related issues, ensuring high satisfaction and retention

Commercial & Contractual Ownership

Negotiate partner agreements, margin structures, and deal registration terms

Ensure compliance with internal pricing, discounting, and legal guidelines

Maintain accurate records of partner agreements, performance data, and pipeline in CRM

Cross-Functional Collaboration

Work closely with direct sales, product, and customer success teams to ensure a seamless partner-assisted sales motion

Provide market feedback to product and leadership on public sector and public safety buyer needs

Required Qualifications

Bachelor's degree in Business, Marketing, IT, or a related field (MBA preferred)

5+ years of experience in IT/enterprise software sales, channel sales, or partnership management

Demonstrated, quantifiable track record of quota attainment (e.g., % of quota achieved, average deal size, peer ranking within sales team)

Prior experience selling into the public sector required; experience in public safety (law enforcement, emergency management, justice/courts, homeland security) strongly preferred

Experience selling SaaS or cloud-based enterprise software strongly preferred

Proven experience building and scaling a channel/partner ecosystem from the ground up or significantly growing an existing one

Strong understanding of government procurement processes, RFPs, and public sector buying cycles

Excellent negotiation, relationship-building, and stakeholder management skills

Proficiency with CRM tools (Salesforce, HubSpot, or similar) for pipeline and partner management

Preferred Qualifications

Existing relationships with resellers or system integrators serving public safety or government agencies

Experience with AI, video intelligence, data analytics, or related enterprise software categories

Familiarity with FedRAMP, StateRAMP, or other public sector compliance/procurement frameworks

Experience managing partner programs across multiple U.S. states or international markets

What We Offer

Competitive base salary with uncapped, performance-based commission structure

Opportunity to build and shape a channel program from an early stage

Work with a Microsoft Solutions Partner at the forefront of AI innovation

High-ownership culture with direct access to leadership

Exposure to cutting-edge AI/LLM-powered enterprise products

VIDIZMO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.