Regional Sales Manager

Regional Sales Manager – Midwest & Channel (Remote with Travel)

Location : Travel within the Midwest Region (UT, CO, AZ, NV, ID, MT, WY)

About Telestream

Telestream sits at the intersection of media, cloud, and automation—powering the workflows behind the world’s most important video content. As the industry shifts from legacy infrastructure to cloud-based platforms, Telestream is evolving from a collection of best-in-class tools to an integrated, scalable video platform.

Role Overview

Telestream is seeking a high-impact Regional Sales Manager (RSM) to accelerate revenue growth across the Mountain West territory through a dual-route-to-market strategy: channel-led scale and direct enterprise engagement.

This role is designed for a seller who can operate at two levels simultaneously;

• Strategic builder of a high-performing partner ecosystem
• Hands-on enterprise seller driving complex, multi-stakeholder deals

The RSM will serve as a critical connector between Telestream’s product portfolio (Workflow, Measurement, and Professional Tools), our channel partners, and regional customers—translating technical capabilities into business outcomes across media, broadcast, sports, government, and enterprise video workflows.

Success in this role requires strong commercial instincts, technical fluency in video and cloud workflows, and the ability to orchestrate partners, internal teams, and customers through long-cycle, solution-oriented sales.

In this role, you will:

• Shape how Telestream scales through partners and enterprise customers
• Influence the future of video workflows across industries
• Operate with autonomy while collaborating with a deeply technical, high-performing team
• Play a visible role in Telestream’s next phase of growth

Key Outcomes & Impact

In the first 12–18 months, the RSM will:

• Expand and activate a scalable channel footprint across the Mountain West
• Increase qualified pipeline through partner and direct motions
• Drive net-new ARR and expansion revenue across key accounts
• Strengthen Telestream’s presence as a strategic platform partner—not just a point solution vendor
• Improve forecast accuracy and deal velocity within the region

Core Responsibilities

Channel Strategy & Partner Ecosystem Leadership (≈60%)

• Build and scale regional partner leverage
• Develop and execute a territory-specific channel strategy aligned to Telestream’s GTM priorities.
• Identify gaps in coverage across verticals (broadcast, sports, enterprise, public sector, education) and recruit new VARs, SIs, and technology partners.

Enablement & Co-selling

• Leverage internal resources to train partners on Telestream’s portfolio and value propositions across Workflow, Measurement, and Professional Tools.
• Co-develop account plans, joint pipeline, and solution positioning with top-performing partners.
• Act as a trusted advisor to partner sales teams, supporting complex deal strategy and technical alignment.
• Partner performance management
• Establish measurable goals for pipeline creation, win rates, and revenue contribution.
• Prioritize investment in high-impact partners while rationalizing underperforming relationships.

Direct Regional Sales & Strategic Account Development (≈40%)

• Enterprise selling
• Manage and expand a targeted set of high-value direct accounts and opportunities.
• Lead complex, consultative sales cycles involving technical stakeholders, procurement, and executive sponsors.

Solution Orchestration

• Position Telestream as a platform partner across end-to-end video workflows, including ingest, file based media processing and QC, distribution, monitoring, and live production.
• Collaborate with Solutions Engineering, Product Management, and Customer Success to shape differentiated proposals.

Pipeline and Forecasting Discipline

• Maintain accurate 30/60/90-day forecasts in Salesforce.
• Drive consistent pipeline generation and progression aligned to quarterly and annual targets.

Cross-Functional Leadership

• Partner closely with Solutions Engineering, Channel Enablement, Customer Success, Renewals, and Professional Services to ensure seamless handoffs and lifecycle expansion.
• Provide market feedback to Product and Marketing on regional trends, competitive dynamics, and emerging customer needs.
• Represent Telestream at industry events (e.g., NAB, regional trade shows, partner forums).

Requirements

• 5–10+ years of B2B technology sales, ideally in Media & Entertainment, Video Infrastructure, SaaS, or adjacent enterprise technology.
• Demonstrated success in a hybrid Channel + Direct sales model.
• Track record of closing complex, multi-year, multi-product deals.

Technical & Market Fluency

• Working knowledge of content supply chain workflows, cloud architectures, transcoding, QC, streaming, and automation.
• Ability to translate technical capabilities into business value for non-technical stakeholders.

Commercial & Strategic Skills

• Strong territory planning, partner leverage, and account strategy capabilities.
• Comfortable operating in ambiguity and building structure in evolving markets.
• Executive presence with customers, partners, and internal stakeholders.

Territory & Travel

• Deep familiarity with the Mountain West market; existing partner or customer relationships are a strong plus.
• Willingness to travel up to ~40% within the region.

Benefits

Perks That Power Your Life
We offer a comprehensive package designed to support your health, financial security, and work-life balance. Our benefits are built to keep you healthy, supported, and free to do your best work.

• Day-one medical, dental & vision coverage
• 100% company-paid life + disability insurance
• 401(k) with a sweet company match (up to 8%)
• Quarterly HSA boosts & flexible spending accounts
• Flexible time off (salaried) or PTO (hourly) + generous paid holidays
• Pet insurance (yes, your dog gets benefits too)
• Legal plan + extras like accident & critical illness coverage