Channel Director, SLED

Job Description

Job Description

ABOUT LVT

LVT is redefining how businesses operate in the physical world, moving beyond traditional security solutions to deliver AI-driven, actionable intelligence that makes sites smarter, safer, and more secure. Since pioneering our first mobile, solar-powered units, our commitment to scrappy, hands-on innovation has made us an established leader and one of the fastest-growing companies in intelligent site technology. We are building the next generation of solutions—from our physical units in the field to a powerful Agentic AI platform—that allows our customers to gain unprecedented visibility and control over safety, compliance, and operations. This is your chance to join a cutting-edge team that isn't just watching the world change, but actively building the technology that is changing it.

We're a team that's focused on growth and innovation, and we're proud that our crew, products, and leadership are being recognized for it.

• A Top-Tier Growth Company: Named one of the Financial Times' Fastest Growing Companies 2025 and #10 on the Inc. 5000 Rocky Mountain Regional list for 2025.
• Innovative Leadership: Our CEO, Ryan Porter, was named an EY Entrepreneur of the Year 2025 , and our CTO, Steve Lindsey, was inducted into the Silicon Slopes CTO Hall of Fame in 2024.
• Product & Software Excellence: We were named one of The Software Report's Top 100 Software Companies of 2023 and are a winner of the Security Today Govies Award for 2025.

ABOUT THIS ROLE

As the Channel Sales Director, SLED, you will be the primary architect of LVT's indirect sales growth within the State, Local, and Education (SLED) markets. This is a high-impact, individual contributor role designed for a strategic closer who excels at navigating the complexities of public sector procurement through world-class partnerships. You will transform our channel ecosystem into a high-performance revenue engine by cultivating deep-rooted relationships with premier partners and aligning our cutting-edge AI technology with the unique needs of state, local government, and education entities.

This role can be based out of our Headquarters in American Fork, Utah, or performed fully remote within the United States, with travel required as needed for partner engagement and industry events.

ROLE RESPONSIBILITIES

• Strategic Partner Acquisition: Identify, recruit, and onboard high-velocity channel partners and distributors specifically positioned to win within the SLED landscape.
• Revenue Acceleration: Develop and execute comprehensive joint business plans with key partners—including Carahsoft, CDW-G, and SHI—to drive predictable, scalable pipeline growth.
• Pipeline Management: Take full ownership of the partner sales cycle, from lead generation and forecasting to closing, ensuring consistent alignment with LVT's revenue targets.
• Executive Relationship Management: Serve as the primary point of contact for partner executives, building the trust and influence necessary to secure "top-of-mind" status for LVT solutions.
• Market Navigation: Leverage deep knowledge of state and local contracts and procurement vehicles (e.g., Texas DIR, CMAS, Sourcewell) to simplify the buying process for public sector end-users.
• Conflict Resolution & Compliance: Proactively manage channel mapping and resolve potential conflicts to ensure a healthy, collaborative ecosystem that adheres to all partner agreements.
• Sales Enablement: Design and deliver sophisticated training and certification programs that empower partners to articulate LVT's value proposition and technical superiority effectively.
• Industry Presence: Represent LVT at major SLED-focused trade shows and partner summits, acting as a subject matter expert and brand ambassador for our intelligent site technology.

OUR IDEAL CANDIDATE

• Public Sector Expert: You possess a deep, nuanced understanding of the SLED procurement process and have a proven track record of navigating complex state, local, and education sales cycles.
• Partner Ecosystem Veteran: You have extensive experience working directly with major players like Carahsoft, CDW-G, or Sourcewell, and you know how to make these "behemoths" move.
• Strategic Mindset: You don't just manage accounts; you build territories. You are skilled at creating multi-quarter go-to-market strategies that yield measurable ROI.
• High-Stakes Negotiator: You are comfortable and effective when communicating with C-suite executives and high-level state and local government stakeholders.
• Self-Starter Mentality: You thrive in a "scrappy" high-growth environment, possessing the autonomy to drive results without a large support staff behind you.
• Technical Literacy: You can confidently discuss AI-driven intelligence, physical security hardware, and SaaS platforms, translating technical specs into business outcomes.
• Collaborative Closer: While you are an individual contributor, you understand that success requires seamless collaboration with internal marketing, product, and legal teams.
• Credentialed: You hold a Bachelor's degree (preferred) and have a documented history of meeting or exceeding multi-million dollar quotas in a channel-heavy environment.

COMPENSATION

The beginning annual salary range for this role is $175,000 - $245,000 USD and is determined by location, job-related experience, and education/training. Your total earning potential is amplified by a bonus structure tied to meeting goals, and you will become an owner from day one through our employee equity program.

BENEFITS

We believe you do your best work when your whole life is supported. We invest in our crew's health, families, and financial futures with a benefits package designed to support you inside and outside the office. Full-time benefits include, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits (401k match up to 4%), and flexible PTO.

LVT IS PROUD TO BE AN EQUAL OPPORTUNITY EMPLOYER. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. All candidates must pass a drug screening and background check upon employment. Some roles may also require passing a federal background check and fingerprinting. Must be authorized to work in the U.S. If reasonable accommodation is needed to participate in the job application or interview process, and/or to perform essential job functions, please reach out to your recruiter.