Lawo

Director

• Own and grow a portfolio of existing enterprise and tier-one broadcast accounts across North America as the primary commercial and relationship lead
• Develop and execute multi-year account strategies aligned with customer business objectives and LAWO’s product and solution roadmap
• Build and maintain relationships with executive, engineering, and operational stakeholders
• Drive revenue growth through solution expansion, upgrades, and cross-selling across audio, video, control, and IP-based workflows
• Identify new use cases and emerging requirements related to IP migration, cloud workflows, virtualization, and remote production
• Accurately forecast revenue and manage complex, consultative sales cycles
• Identify, qualify, and develop new strategic enterprise accounts with long-term growth potential for LAWO
• Execute new-account entry strategies, including stakeholder mapping, value positioning, and proof-of-concept alignment
• Collaborate with marketing, product management, solution architects, channel partners, and system integrators to maximize account penetration and influence
• Act as the voice of the customer internally, providing feedback on market needs, competitive positioning, pricing strategy, contract negotiation, and large-scale deal structuring

Director, Strategic Accounts

Manager

• Own and execute the North America channel strategy to recruit, onboard, enable, and grow resellers, systems integrators, and strategic partners
• Define and manage KPIs and partner performance metrics; conduct business reviews, monitor pipeline health and win rates, and address capability gaps
• Strengthen channel relationships through joint go-to-market planning, partner training, and pipeline development
• Deliver structured training, workshops, certifications, and ongoing technical and commercial engagement on LAWO’s products and solutions
• Advise channel partners and support regional sales across opportunity qualification, solution positioning, system design, pricing alignment, pipeline development, and deal closure
• Drive partner-led demand generation through joint customer engagements, events, roadshows, and coordinated go-to-market initiatives
• Collaborate with direct sales, solutions architecture, product management, and marketing
• Identify opportunities in emerging verticals and high-growth markets using industry trends, customer insights, and competitive intelligence
• Align with the Global Channel Director on channel best practices, partner program structure, and entitlement frameworks
• Deliver product presentations and demonstrations explaining LAWO’s IP-based solutions
• Represent LAWO at trade shows, conferences, and customer events
• Provide forecasts, pipeline updates, and business insights to senior management
• Travel as required to meet business objectives

Director, Strategic Accounts

Channel Manager