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Valsoft

Acquires, grows vertical market software companies

Channel Partner Manager

Business Development & PartnershipsConfirmed live in the last 24 hours
Full-timeRemote in Spain

About the Job

Requirements

  • At least 5 years of channel sales, partner management, or alliances experience selling B2B SaaS or media technology.
  • A demonstrated track record of recruiting, signing, and activating reseller or system integrator partnerships across multiple geographies.
  • Direct experience in at least one of broadcast technology, live sports production, media asset management, or video infrastructure.
  • Quota-carrying or KPI-carrying background with consistent attainment of partner-sourced revenue targets.
  • Commercial fluency in partner economics, margin structures, deal registration, and rules of engagement.
  • Native or near-native English plus working proficiency in at least one of Spanish, French, Italian, or German.
  • Comfort with HubSpot CRM or an equivalent for pipeline management, partner records, and forecasting.
  • Willingness to travel up to 35% across North America, Europe, and Latin America.
  • Legally authorized to work in Spain.
  • Able to produce QBR decks, partner playbooks, and board-ready pipeline summaries.
  • Able to work independently in a multi-region, multi-product environment with frequent cross-functional handoffs.

Responsibilities

  • Identify, qualify, and recruit channel partners across the US, Canada, Mexico, Spain, Italy, France, Germany, and the UK, targeting live sports, broadcast system integrator, and media technology distribution partners.
  • Map the addressable partner landscape by region and build a tiered prospect pipeline for strategic, transactional, and referral partners.
  • Negotiate partner agreements, commercial terms, margin structures, and tier criteria in line with VSN’s standard partner programme.
  • Maintain an active partner pipeline in HubSpot CRM with clear stages, next steps, and forecasted activation dates.
  • Lead onboarding for each newly signed partner, including contract execution, portal access, branding kit, sales playbook, and pricing reference.
  • Define and run the VSN Arena partner certification path, covering sales positioning, pricing, and competitive topics, and technical demos, deployment basics, and support escalation.
  • Coordinate with Pre-Sales to deliver hands-on Arena demo training and reference architectures.
  • Ensure every active partner has demo access, marketing assets, and a documented joint go-to-market plan within 90 days of signature.
  • Drive partner-sourced and partner-influenced pipeline against quarterly and annual ARR targets for VSN Arena.
  • Run weekly partner pipeline reviews and co-sell on Tier-1 deals alongside direct Sales and Pre-Sales.
  • Identify and unblock deals where pricing, technical fit, or commercial terms are slowing partner-led opportunities.
  • Cross-sell the broader VSN portfolio, including VSNExplorer+, VSNext.AI, VSNCrea, and VSNOneTV, into Arena partner accounts where relevant.
  • Hold Quarterly Business Reviews with all Tier-1 and Tier-2 partners covering pipeline, certifications, joint marketing, and customer satisfaction.
  • Maintain a partner scorecard tracking activation rate, ARR contribution, certification status, and renewal performance.
  • Make partner tiering decisions by promoting high performers, supporting underperformers with action plans, and offboarding inactive partners.
  • Own the partner renewal motion in coordination with the Head of Revenues and Customer Renewals to protect end-customer churn.
  • Build joint marketing plans with each strategic partner, including webinars, regional events, co-branded content, and trade show presence.
  • Represent VSN Arena and the partner programme at key industry events, including NAB Show, IBC, SVG Europe, SportsPro, Stream TV Europe, and regional sports technology events.
  • Coordinate with Marketing to produce localized partner enablement content across English, Spanish, French, Italian, and German markets where required.
  • Partner with the Sales Lead and US GTM Lead to maintain clear rules of engagement between direct and indirect sales motions, including deal registration and territory protection.
  • Work with Pre-Sales to schedule technical enablement, joint demos, and proofs of concept for partner deals.
  • Align with the Head of Revenues and Customer Renewals on partner-managed customer renewals and expansion.
  • Provide structured market feedback to Product on competitive positioning, partner-driven feature requests, and regional buying behaviours.

Desired Qualifications

  • Existing relationships with broadcast and sports system integrator or reseller networks across the US, EU, or LATAM.
  • Familiarity with live sports production workflows, including multi-camera, replay, graphics, and OTT distribution.
  • Experience designing or running partner certification and enablement programmes.
  • Experience with a Spanish-headquartered company or multilingual commercial team.

About the Company

Valsoft

Acquires, grows vertical market software companies

Valsoft is a company that buys software businesses that serve specific, essential industries (like automotive and broadcasting) and helps them grow over the long term. It focuses on vertical market software—programs that are built for a particular industry—and keeps the acquired companies independent while giving them extra resources, best practices, and access to a global network. The core idea is to improve how these software businesses operate and expand their reach, rather than building new products from scratch. The main way Valsoft works is to purchase a niche software company, streamline its operations, and partner with the existing management team to drive steady growth. This approach sets Valsoft apart from others by emphasizing patient, long-term ownership and collaboration within a diverse portfolio of niche software. The goal is to create durable, profitable companies that continue to serve their essential customers efficiently and expand into new markets.

Company size
501-1,000
Company stage
Growth Equity (Venture Capital)
Total funding
$420M
Headquarters
Montreal, Canada
Founded
2015

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