Channel Sales Manager – ANZ

Channel Sales Manager – ANZ- Digital Signage & Media Technology

Scala Asia Pacific

Job Summary:

Scala Asia Pacific, a global leader in digital signage and retail technology solutions, is seeking a Channel Sales Manager (CBM) to expand its partner network in ANZ. The CBM will be responsible for developing and managing channel partnerships with AV integrators, IT resellers, system integrators, and distributors, driving revenue growth, and ensuring successful deployment of Scala’s digital signage, content management software (CMS), and retail media solutions.

This role requires a strong understanding of digital signage software, interactive display technologies, cloud-based media solutions, and regional channel sales management expertise.

Key Responsibilities

1. Channel Strategy & Business Growth

• Develop and execute channel sales strategies to expand Scala’s reseller and distributor network in ANZ.
• Identify, recruit, and onboard AV integrators, system integrators, and IT resellers specialising in digital signage, CMS platforms, and media technology.
• Expand Scala’s footprint in key verticals such as retail, QSR (quick-service restaurants), corporate communications, hospitality, banking, education, and transportation.
• Drive partner-led demand generation initiatives, including joint marketing campaigns, webinars, and co-branded promotions.
• Ensure alignment with Scala’s APAC go-to-market (GTM) strategy, adapting to local market dynamics and partner capabilities.

2. Partner Relationship Management

• Develop strong, long-term relationships with key regional partners to maximize sales and solution deployment.
• Conduct quarterly business reviews (QBRs) with partners to evaluate performance, market opportunities, and joint business planning.
• Act as the primary point of contact for partner management, conflict resolution, and deal escalations.
• Work closely with partners on large-scale digital signage project bids, tenders, and RFPs.

3. Sales Enablement & Training

• Provide sales, technical, and product training to channel partners on Scala’s digital signage CMS, analytics-driven retail solutions, video walls, and interactive displays.
• Conduct hands-on workshops, webinars, and in-person partner training to enhance solution-selling capabilities.
• Develop and manage channel sales toolkits, including pricing models, deal registration guidelines, and competitive positioning.
• Support partners in pre-sales activities, proof-of-concepts (POCs), and solution customization for enterprise customers.

4. Revenue Growth & Performance Management

• Define and monitor sales targets, KPIs, and partner performance metrics to ensure revenue growth.
• Assist partners in pipeline development, forecasting, and deal acceleration strategies.
• Work with finance and sales teams to ensure profitable pricing models, rebates, and incentive programs for partners.
• Track market trends and identify new business opportunities in the MPT region.

5. Regional Market Expansion & Collaboration

• Collaborate with Scala’s APAC sales, marketing, and product teams to tailor regional strategies.
• Provide market feedback on product demand, pricing strategies, and customer requirements in ANZ.
• Represent Scala at industry trade shows, partner summits, and digital signage conferences in the region.
• Work closely with local government bodies, retail consortiums, and smart city initiatives to drive market adoption.

Key Qualifications & Skills

✅ Experience:

• 5+ years in channel sales, business development, or partner management in digital signage, AV, or media technology.
• Experience working with digital signage CMS software, LED displays, interactive kiosks, and cloud-based content management platforms.
• Strong track record of working with AV/IT resellers, system integrators, and distribution partners in ANZ..
• Background in B2B sales within retail, hospitality, corporate communications, or transportation sectors.

✅ Skills:

• Excellent partner relationship management & negotiation skills.
• Ability to analyse sales performance, market trends, and customer needs.
• Strong understanding of partner sales models, deal registration, and channel incentives.
• Knowledge of AV protocols, enterprise digital signage solutions, and cloud-based media streaming.

✅ Education & Certifications:

• Bachelor’s degree in business, Sales, Marketing, AV Technology, or related fields.
• Industry certifications in AV/IT (CTS, DSCE, or related) are a plus.

Job Type: Permanent

Pay: $50.00 – $75.00 per hour

Expected hours: 40 per week

Benefits:

• Work from home

Schedule:

• 8 hour shift

Supplementary Pay:

• Commission

Work Authorisation:

• Australia (Preferred)

Work Location: Hybrid remote in Canberra, ACT, 2601

Application Deadline: 16/06/2025
Expected Start Date: 15/07/2025