Director, Partner/Channel Accounts (West) (United States)

Company: Skykit

Location: Remote, U.S.-based (Western U.S.); travel required

Reports to: VP of Sales

Role Type: Full-time, quota-carrying sales role

Skykit is seeking an experienced Director of Channel Accounts to lead and grow our partner/channel program (West).

This is a quota-carrying sales role. You will be measured on partner-sourced pipeline and closed revenue, and you will be expected to hunt for new partners, not just manage existing ones.

This is a hands-on role for an accomplished channel sales professional who knows how to build productive partner relationships, generate partner-sourced pipeline, and turn channel strategy into measurable recurring revenue.

You will lead our efforts in the Western part of the U.S. and grow our business with key resellers, VARs, distributors, technology consultants, managed-service providers, and AV/IT integrators. You will help partners identify opportunities, position Skykit effectively, and deliver secure, scalable digital-signage solutions to enterprise customers.

The Skykit platform combines enterprise content management, advanced device management, operating-system control, media-player hardware, and extensive data and business-intelligence integrations. Our solutions help organizations securely manage digital displays and devices across hundreds or thousands of locations.

This is a remote, U.S.-based position requiring travel for partner meetings, customer opportunities, training sessions, and industry events.

What You’ll Do

Lead the partner/channel initiatives

Develop, execute, and continuously improve Skykit’s channel strategy. Establish clear priorities, partner tiers, performance expectations, and revenue goals aligned with the company’s growth objectives.

Carry a quota and grow partner-driven revenue

Carry an individual sales quota. Build a strong partner-sourced pipeline and drive performance against annual recurring revenue, hardware, and total revenue targets.

Hunt for new partners

Bring a hunter mentality to finding and winning new AV resellers, distributors, VARs, AV/IT integrators, and other channel partners in the West. Proactively prospect, open doors through your existing network, and convert targets into activated, revenue-producing partners.

Develop strategic partnerships

Strengthen relationships with existing partners while recruiting and developing new resellers, VARs, distributors, AV/IT integrators, consultants, and strategic technology partners.

Support partners through the sales process and close business

Be highly involved alongside partners in live opportunities: joining discovery calls, demos, and customer meetings, shaping proposals and pricing, and helping partners negotiate and close. Success is measured by deals won, not just partners signed.

Create demand with partners

Lead joint account planning, prospecting, lead generation, market-development activities, campaigns, and customer events that create qualified opportunities.

Enable partner success

Ensure partners understand how to position, demonstrate, sell, deploy, and support the Skykit platform. Work with internal teams to provide the training, tools, content, and technical resources partners need to succeed.

Build consultant and integrator relationships

Develop strong relationships with technology consultants and AV/IT integrators to increase awareness and specification of Skykit within enterprise projects.

Manage the Sales process

Manage the entire sales process around partner recruitment, account planning, pipeline development, forecasting, negotiation, and closing.

Advance enterprise opportunities

Take on large, complex platform opportunities involving multiple stakeholders, integrations, security requirements, hardware, and large-scale deployments.

Maintain pipeline discipline

Ensure partner activity, opportunities, next steps, forecasts, and revenue projections are accurately documented and maintained in Salesforce.

Collaborate across Skykit

Partner with Sales, Customer Success, Marketing, Product, Engineering, Operations, and Support to provide a coordinated experience throughout the partner and customer lifecycle.

Represent Skykit in the market

Attend partner meetings, customer presentations, trade shows, industry events, and networking opportunities to expand Skykit’s presence within the AV and IT communities.

Provide market insight

Stay current on industry trends, competitors, emerging technologies, partner feedback, and customer requirements. Use those insights to influence Skykit’s go-to-market strategy, product direction, and partner programs.

What You Bring

• Must have: existing relationships in the AV/IT industry (resellers, distributors, VARs, integrators, and consultants) that you can activate from day one. This is not a role for building a network from scratch.
• Seven or more years of enterprise technology sales experience, including significant success within a channel or reseller model.
• A track record of carrying and consistently achieving a sales quota.
• A hunter mentality, with proven success identifying, recruiting, and activating new channel partners.
• Proven experience leading and developing partner/channel programs.
• Demonstrated success generating recurring revenue through resellers, VARs, distributors, integrators, consultants, and strategic partners.
• A strong understanding of the Pro AV, IT, digital-signage, and enterprise technology ecosystems.
• Established relationships within the AV/IT reseller and integrator community.
• Experience building relationships with technology consultants and influencing solution specifications for enterprise projects.
• Knowledge of digital signage, SaaS, content-management systems, device management, media players, data visualization, business-intelligence integrations, or related enterprise technologies.
• Experience navigating complex sales cycles involving partners, consultants, integrators, technology teams, procurement, security stakeholders, and end customers.
• Strong Salesforce experience, including pipeline management, forecasting, opportunity tracking, and performance reporting.
• Strong commercial judgment with the ability to structure partner programs and agreements that create sustainable value for Skykit and its partners.
• Excellent communication, presentation, negotiation, and executive relationship-building skills.
• A willingness and ability to travel.
• Spanish as a second language is a plus.

Who Will Be Successful

You will thrive in this role if you are a hands-on, revenue-focused channel professional who enjoys developing strategy while remaining close to partners, customers, and active opportunities.

You understand that successful channel growth requires more than signing partners. You know how to activate relationships, create pipelines, establish accountability, and help partners close business.

You are collaborative, commercially minded, and comfortable working in a fast-moving growth environment. You can move easily between executive-level partner conversations, team coaching, pipeline reviews, and strategic customer opportunities.

Most importantly, you are energized by the opportunity to build a high-performing channel/partner program and establish Skykit as the preferred digital-signage and device-management platform for partners and enterprise customers.

What’s in It for You

Competitive compensation

A competitive base salary and incentive plan designed to reward performance, recurring revenue, and overall channel growth.

High-impact role

Play a central role in shaping and growing Skykit’s U.S. channel organization, with meaningful influence over strategy, partnerships, programs, and revenue.

Modern, differentiated platform

Represent a secure, scalable, and cost-effective platform that combines content management, advanced device management, operating-system control, integrations, and purpose-built hardware.

Strong team and resources

Work alongside experienced professionals across Sales, Customer Success, Marketing, Product, Engineering, Operations, and Support.

Strategic market exposure

Build relationships with leading resellers, AV/IT integrators, technology consultants, hardware manufacturers, distributors, and enterprise customers.

Opportunity to build

Help expand Skykit’s partner ecosystem, improve its channel programs, and create a repeatable foundation for long-term growth.

About Skykit