Vice President of Channel and Sales

Description

As a leading provider of comprehensive digital signage solutions, Spectrio empowers clients to transform their business locations into modern, dynamic destinations for customers and employees.

Headquartered in Tampa, Florida, and serving more than 150,000 global client locations across industries including automotive, healthcare, and financial services, Spectrio consistently ranks among the fastest-growing and largest companies in the Tampa Bay area.

As part of the Tampa Bay Business Journal’s “Fast 50” and “Tampa Bay 200,” as well as being honored 11 times on the Inc. 5000. Spectrio’s digital signage software has received praise for its features and ease of use by reviewers on Capterra and G2, as well as winning multiple awards for creative content, technology, and innovation!

For more information, visit www.Spectrio.com.

Primary Objective:
The VP of Channel and Sales will be responsible for leading both our direct sales team and our channel partner strategy. This role will drive revenue growth through new logo acquisition, channel expansion, and scalable sales processes. This is a high-impact leadership position responsible for aligning go-to-market strategy, maximizing partner-sourced pipeline, and building a high-performing sales organization across vertical markets.
Responsibilities include:

Channel Strategy & Partnerships

• Own and execute Spectrio’s channel strategy including OEM, reseller, distributor, and strategic alliance partnerships
• Develop joint go-to-market plans and revenue-driving programs with top-tier partners
• Expand and manage a channel ecosystem that supports pipeline generation and ARR growth
• Define performance metrics for partner success and create enablement programs in collaboration with marketing and product

Sales Leadership

• Lead and manage the direct sales team, including New Logo AEs and Strategic Account Executives
• Define vertical-focused GTM motions across Automotive, Retail, Food & Beverage, and Healthcare
• Collaborate with Account Management and Customer Success to align pre- and post-sale experience
• Drive forecast accuracy, pipeline growth, and quota attainment through coaching, tools, and structure

Revenue Execution

• Meet or exceed quarterly and annual revenue targets through both direct and partner-driven opportunities
• Align closely with Marketing, RevOps, Product, and CS to build a scalable, repeatable sales engine
• Use data and insights to inform territory design, compensation models, and sales strategy

Requirements

• Bachelor's Degree in Business Administration, Marketing, or other related fields is preferred
• 10+ years of sales leadership experience with a proven track record in both direct and channel sales
• Experience in SaaS, digital media, or AV technology preferred
• Deep understanding of partner ecosystems, OEM/Distributor/reseller models, and indirect sales structures
• Strong executive presence, negotiation skills, and relationship-building capabilities
• Data-driven approach to decision-making, with experience in Salesforce and sales enablement platforms
• Prior experience in scaling a revenue organization across mid-market and enterprise segments
• Willing to travel 25% - depending on the quarter and number of partner/customer engagements.

Success Metrics:

• New MRR growth (direct and partner-sourced)
• Partner program adoption and contribution to pipeline
• Channel-influenced and channel-sourced revenue
• Sales team attainment and forecast accuracy
• Deal velocity and vertical market penetration

* This role offers remote flexibility and invites external candidates located in the Southeastern United States, encompassing Florida, North Carolina, and Texas to apply.

Spectrio offers a wide range of benefits for our team members, including Medical, Dental, Vision, Paid Parental Leave, 401k, HSA, FSA, Dependent Care FSA, Short and Long Term Disability, Life Insurance, EAP, Paid Time Off, Paid Sick Time, Paid Holidays, and Education Reimbursement.

Spectrio is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to, and will not be discriminated against based on age, race, gender, color, religion, creed, marital status, pregnancy, disability, national origin, sexual orientation, gender identity, veteran status, or any other protected category.