Overview

We are seeking a highly strategic and execution-oriented AV/SI Channel Manager to lead North American relationships with key Audio Visual and System Integrator partners including AVI-SPL, FORTE, Diversified, and other national and regional integration partners.

This role is responsible for developing and executing go-to-market strategies that drive revenue growth, increase partner engagement, expand pipeline creation, and strengthen Jabra’s position within the AV/UC ecosystem. The AV/SI Channel Manager will work cross-functionally with sales, marketing, alliances, distribution, and partner leadership teams to accelerate growth across audio and video collaboration solutions.

The ideal candidate understands the AV integration landscape, has strong executive relationship skills, and can drive measurable business outcomes through strategic account planning, enablement, and disciplined execution.

Key Responsibilities

Strategic Partner Management

• Own and lead North America strategy and execution for AV/System Integrator partners.
• Develop annual business plans, growth strategies, and joint go-to-market initiatives with key SI partners.
• Build executive-level relationships within assigned partners across sales, engineering, procurement, services, and leadership teams.
• Position Jabra as a strategic collaboration vendor within partner organizations and customer opportunities.
• Drive alignment between national SI partners, regional sales teams, distribution, and alliance partners.

Revenue Growth & Pipeline Development

• Deliver revenue growth across Jabra audio and video collaboration portfolios.
• Identify and develop new pipeline opportunities within enterprise, SMB, education, healthcare, and government verticals.
• Increase video collaboration penetration within SI partner accounts.
• Drive partner-led demand generation activities including events, campaigns, workshops, demos, and executive briefings.
• Develop strategies to increase specification preference and inclusion in large AV projects and collaboration deployments.

Partner Enablement & Engagement

• Lead partner enablement initiatives including sales training, technical education, and product positioning.
• Support partner sellers and solution architects in identifying competitive displacement opportunities and new use cases.
• Coordinate partner certifications, demo programs, and proof-of-concept activities.
• Ensure SI partners understand Jabra’s roadmap, positioning, programs, and competitive differentiation.

Cross-Functional Collaboration

• Partner closely with regional CAMs, regional sales teams, marketing, alliances, operations, and distribution teams.
• Coordinate forecasting, inventory visibility, large project support, and escalation management.
• Provide market intelligence and competitive insights back to leadership and product teams.
• Collaborate with alliance partners such as Microsoft and Zoom to drive joint opportunities through SI channels.

Business Planning & Reporting

• Maintain accurate forecasting and pipeline management within CRM systems.
• Conduct quarterly business reviews (QBRs) with assigned partners.
• Track and report against revenue targets, partner engagement metrics, pipeline growth, and strategic initiatives.
• Develop action plans to address gaps and accelerate performance.

Qualifications

Required Experience

• 7+ years of channel sales, AV integration, UC collaboration, or strategic partner management experience.
• Experience managing relationships with large national AV/System Integrators.
• Strong understanding of the collaboration ecosystem including conferencing, audio, video, and workplace technologies.
• Proven track record of driving partner revenue growth and pipeline development.
• Experience working with distribution and indirect channel models.
• Strong executive communication and presentation skills.

Preferred Experience

• Experience within the ProAV, UC, collaboration, or conferencing industry.
• Existing relationships within major SI organizations and AV consultant communities.
• Knowledge of enterprise collaboration platforms and ecosystems.