Senior Channel Account Manager - AV Integrator Channel

Job Description

About Owl Labs:

Owl Labs is a collaborative technology company on a mission to make hybrid meetings inclusive and productive. Our flagship product, the Meeting Owl®, redefines video conferencing with intelligent 360-degree technology that brings teams closer—wherever they are. As we expand our enterprise footprint, we're seeking a seasoned channel professional to strengthen our AV integrator partnerships and drive strategic growth.Position Summary:

Owl Labs is looking for a Sr. Channel Account Manager with deep experience in the AV Integrator Channel to support and expand our enterprise business. This role will be responsible for developing strategic relationships with AV integrators and distribution partners, driving revenue through enterprise accounts, and collaborating cross-functionally to execute go-to-market strategies.WHAT YOU'LL DO:Sales & Market Growth:

Drive sales growth within the AV integrator channel by implementing effective distribution strategies and partner development plans.

Collaborate closely with Owl Labs' direct sales team to align channel efforts with enterprise revenue objectives.

Analyze market dynamics and competitor behavior to identify and capitalize on new opportunities.

Expand market share in target verticals through high-impact channel initiatives.

Performance Monitoring & Business Reviews:

Define and execute annual business plans with AV integrators partners.

Track and evaluate partner performance to ensure alignment with Owl Labs' strategic goals.

Conduct structured monthly and quarterly business reviews to assess sales progress and identify areas for optimization.

Deliver ongoing reports on partner performance, pipeline development, and key sales metrics.

Marketing & Business Development:

Partner with channel marketing to create and execute campaigns tailored to the AV integrator ecosystem.

Support new product launches and ensure partners are trained and equipped for success.

Lead joint business development activities such as trade shows, co-branded campaigns, and cooperative marketing efforts.

Drive awareness and adoption through strategic marketing initiatives and promotional campaigns.

Cross-Functional Collaboration:

Work closely with internal teams including Sales, Engineering, Marketing, and Customer Support to align channel strategies with company priorities.

Provide field-level insights to help refine product positioning and go-to-market plans.

Serve as the voice of the channel within Owl Labs, advocating for partner needs and opportunities.

QUALIFICATIONS:

7+ years of experience in channel Enterprise sales, with a strong focus on the AV integrator and UC/Collaboration technology space.

Demonstrated success in managing and growing enterprise-focused channel programs.

Deep understanding of the AV/IT distribution landscape and enterprise sales cycle.

Proven ability to build strong partner relationships and drive measurable results.

Exceptional communication, negotiation, and presentation skills.

Self-starter with a strategic mindset and strong analytical capabilities.

Willingness to travel up to 50% for partner meetings, trade shows, and business reviews.

WHAT WE OFFER:

Fully paid medical, Dental, and Vision Insurance for you and your dependents

Unlimited PTO

Generous Parental Leave

Work From Home Stipend

Commuter Benefit

Flexibility to work remotely or in a hybrid setting (based on location)

15 Paid Holidays

Owl Labs is a hybrid company headquartered in Boston, MA. This is a Boston-based role and requires up to 20% travel, as needed.

Owl Labs is an Equal Opportunity Employer committed to our values of embracing inclusivity and creating a culture where everyone feels respected and connected, no matter the location of their work environment. We invite applications from people of all walks of life and are committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need accommodations due to a disability, please let us know.Who We Are

Owl Labs is a collaborative tech company, creating an equalized meeting and learning experience for all, wherever participants may be. Powering hybrid teams and remote work is in our DNA. Owl Labs has been a leader when it comes to celebrating and connecting hybrid teams and classrooms -- meaning both in-office and remote workers, in-room students and at-home learning. We're best known for the Meeting Owl product line, a smart 360 camera, mic, speaker all-in-one solution. Sitting in the center of the table, the Meeting Owl uses vision and voice recognition to shift the camera to focus on who's speaking, giving all participants a feeling as if they're in the same room. With the continued rise of hybrid teams and remote workers, our products allow for better collaboration and productivity no matter your location.

Our award-winning product, the Meeting Owl Pro, was named one of TIME magazine's 100 Best Inventions of 2020 and has been recognized by CES Innovation Awards 2020, Red Dot Design Awards 2020, SXSW Innovation Awards 2020. Our team was recognized as an Inc. Best Workplaces 2020 and 2021 and named on the esteemed Inc.'s Editor's List.

Full-time

Hybrid remote