Channel Partner Manager

Channel Partner Manager — VSN Arenaowns 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 basisWhat Your Day Will Look LikePartner Recruitment and Network DevelopmentIdentify, 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 distributionMap the addressable partner landscape by region; build a tiered prospectpipeline (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 programmeMaintain an active partner pipeline in HubSpot CRM with clear stages, next steps, and forecasted activation datesPartner Onboarding and EnablementLead the onboarding journey for every newly signed partner: contract execution, portal access, branding kit, sales playbook, and pricing referenceDefine 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 architecturesEnsure every active partner has demo access, marketing assets, and a documented joint go-to-market plan within 90 days of signaturePartner-Sourced Pipeline and RevenueDrive partner-sourced and partner-influenced pipeline against quarterly and annual ARR targets for VSN ArenaRun weekly partner pipeline reviews; co-sell on Tier-1 dealsalongside direct Sales and Pre-SalesIdentify and unblock deals where pricing, technical fit, or commercial terms are slowing partner-led opportunitiesCross-sell the broader VSN portfolio (VSNExplorer+, VSNext.
AI, VSNCrea, VSNOneTV) into Arena partner accounts where relevantPartner Performance ManagementHold Quarterly Business Reviews (QBRs) with all Tier-1 and Tier-2 partners covering pipeline, certifications, joint marketing, and customer satisfactionMaintain a partner scorecard tracking activation rate, ARR contribution, certification status, and renewal performanceMake tiering decisions: promote high performers, support underperformers with action plans, and offboard inactive partnersOwn the partner renewal motion in coordination with the Head of Revenues and Customer Renewals to protect end-customer churnJoint Marketing and Demand GenerationBuild joint marketing plans (webinars, regional events, co-branded content, trade show presence) with each strategic partnerRepresent 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 requiredCross-Functional CollaborationPartner 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 protectionWork with Pre-Sales (under the Head of Pre-Sales) to schedule technical enablement, joint demos, and proofs-of-concept for partner dealsAlign with the Head of Revenues and Customer Renewals on partner-managed customer renewals and expansionProvide structured market feedback to Product on competitive positioning, partner-driven feature requests, and re