Director of Channels

Wowza is seeking a motivated and passionate Director of Channels to join our dynamic sales team. The Director of Channels will be responsible for managing and scaling revenue partnerships and distribution channels for our software products globally to achieve growth objectives. This person will work closely with Direct Sales, Marketing, and Product Management to drive revenue growth and maximize market penetration through effective channel management. As a player-coach, this person will lead by example and provide the mentorship and guidance to ensure individual and team quota achievement. This person should thrive in a bold, fast-paced, values-driven leadership team and company. Reporting directly to the Chief Revenue Officer as a member of the Senior Leadership Team, the Director of Channels will play a key role in next phase of Wowza’s growth.

Key Responsibilities:

1. Channel Strategy Development, Quota Achievement & Team Management:

• Develop and implement a comprehensive channel partner strategy regarding resellers, systems integrators, and cloud marketplaces by product and region.
• Achieve and exceed existing channel quota through 70+ current channel partners and by developing a plan to identify, recruit, onboard, and enable new channel partners.
• Manage a team of high-performing Channel Partner Managers.
• Track and analyze key performance indicators (KPIs) related to channel marketing activities, such as lead conversion rates, pipeline contribution, and partner-generated revenue.
• Stay informed about industry trends, competitive landscape, and market dynamics to identify expansion and growth opportunities.
• Build the Wowza brand through presence at trade shows and speaking engagements.

2. Channel Partner Enablement & Management:

• Provide guidance, training, and support to channel partners to ensure they have the tools, resources, and knowledge to sell and promote our SaaS and perpetual licensed products effectively.
• Collaborate with internal teams to develop sales enablement materials.
• Conduct regular partner business reviews to assess performance, identify areas for improvement, and implement strategies to increase partner effectiveness.
• Develop multi-level relationships with key stakeholders within channel partner organizations, including executive sponsors, sales leaders, and marketing managers.

Qualifications:

• 7-10 years of international channel management experience, ideally in the B2B SaaS space or other highly technical field (video software experience preferred).
• 3-5 years of sales management experience leading strategic partner and channel teams that exceed quota expectations.
• Strong knowledge of channel sales and marketing strategies, channel partner recruitment, enablement, and relationship management.
• Excellent communication, negotiation, and presentation skills.
• Ability to collaborate and work effectively with cross-functional teams.
• Analytical mindset with the ability to interpret data and make data-driven decisions.
• Proactive and results-oriented with a track record of achieving sales and revenue targets.
• Familiarity with CRM systems (HubSpot preferred) and channel management tools.
• Ability to travel as needed.
• Bachelor's degree in business, marketing, or a related field (MBA preferred).

Benefits

Salary: $140,000-$165,000

Commissions eligible: $280,000-330,000 OTE

The base salary range represents the anticipated low and high end of our salary range for this position. Actual salaries will vary and will be based on a range of factors, such as a candidate’s qualifications, skills, and competencies. The salary is one component of our total compensation package for employees.

Wowza offers a comprehensive benefits package which includes the following:

• Medical, Dental, and Vision insurance available 1st day of employment
• Generous Paid Time Off
• 401(k) with strong company match
• Dependent Care Flexible Spending Account
• Employer Paid Basic Life Insurance and AD&D

• Voluntary Life Insurance (Employee/Spouse/Child)
• Parental Leave
• Short-Term and Long-Term Disability
• Training & Development
• Employee Assistance Program (EAP)

Who We Are:

Wowza Media Systems is a Colorado-based, globally-known video streaming software solutions leader. Wowza's software enables its customers to deliver high-fidelity video streams from any source to any destination reliably at a large scale and with low latency. Tens of thousands of customers implement Wowza's solutions in more than 100 countries across education, healthcare, enterprise, gaming, fitness, auction, e-commerce, and government applications. Founded nearly fifteen years ago, Wowza is backed by private equity firm Clearhaven Partners.
Why Work for Wowza:
Join a fast-paced, private equity-backed Colorado software company at the intersection of mission-critical video streaming applications. Wowza has a long-standing reputation for technical prowess and consistent innovation and has been a consistently growing company. In addition, Wowza's team works to connect the larger community with our passion for tech. From live-streaming graduation ceremonies for local schools to helping parents monitor their children in the NICU, employees can cultivate the same creative energy that first brought the company to life. Our employees are encouraged to take ownership of their roles, and coworkers are happy to help one another along their video journey. We have a brand-new company headquarters office and remote employees across the US and around the globe. Our Denver-area employees work in a flexible-hybrid environment, allowing flexibility and work-life balance tailored to each Wowzan.