The Sales Development Representative (SDR) – Channel Distribution serves as a dedicated pipeline development and demand generation resource aligned with Vizrt’s distributor partner, operating as an embedded extension of the distributor’s sales and marketing organization.
This role is responsible for driving sales development activities in support of the distributor and their channel reseller partners, focused on expanding demand, engaging with target prospects and end-customers, and generating qualified opportunities within Vizrt’s Channel Territory for the extended TriCaster portfolio.
Working in close partnership with the distributor’s inside sales, outside sales, and marketing teams, the SDR stimulates end-customer demand (both through the reseller and via market engagement), activates the distributor’s reseller network, and builds a consistent pipeline of qualified opportunities for the distributor.
The SDR ensures that TriCaster-related demand generation activities are coordinated, scalable, and aligned with the distributor’s sales motion across the reseller ecosystem, helping accelerate sell-through revenue while strengthening partner engagement across the channel.
The role collaborates closely with the distributor’s teams as well as Vizrt’s internal resources—including technical sales, customer solution advisory, and solution marketing—to support opportunity development and ensure the distributor’s partners are positioned for success.
1. Dedicated Distributor Pipeline Generation
§ Serve as a dedicated sales development resource aligned to the distributor, exclusively focused on generating qualified pipeline opportunities within Vizrt’s Channel Territory for the distrubtor.
§ Build and maintain a consistent pipeline of qualified opportunities related to the extended TriCaster portfolio across the assigned territory.
§ Identify, research, and engage target end-customer organizations aligned with Vizrt’s Channel Territory and the distributor’s focus segments.
§ Work closely with the distributor and their channel resellers to identify potential opportunities within their installed base and prospect accounts.
§ Support outbound prospecting initiatives coordinated with the distributor and their reseller partners.
2. Distributor & Reseller Ecosystem Engagement
§ Engage directly with the distributor’s reseller partners, in alignment with the distributor, to stimulate demand and uncover new opportunities.
§ Help activate the distributor’s reseller ecosystem by supporting prospecting initiatives, outreach programs, and targeted campaigns.
§ Work collaboratively with distributor to prioritize strategic reseller partners and target accounts.
§ Identify opportunities to introduce TriCaster solutions into both new organizations and existing accounts served by the distributor’s partners in Vizrt’s Channel Territory.
§ In alignment with the distributor, proactively engage end-customers to generate interest, validate market demand, and uncover additional opportunities for reseller partners.
3. Lead Engagement & Opportunity Qualification
§ Engage and qualify inbound leads originating from marketing campaigns, events, website inquiries, and distributor or reseller referrals.
§ Conduct structured discovery conversations to assess opportunity potential and alignment with the TriCaster portfolio.
§ Qualify leads using established frameworks (e.g., BANT or similar) before routing qualified opportunities to the distributor and appropriate reseller partners.
§ Ensure all qualified opportunities are aligned with the distributor's sales motion.
4. Partner Demand Activation
§ Support demand generation programs coordinated with the distributor’s marketing initiatives and campaigns.
§ Assist in executing outreach sequences aligned with distributor marketing activities and reseller programs.
§ Collaborate with distributor and Vizrt marketing teams to support webinars, events, and targeted vertical campaigns.
§ Help activate reseller participation in marketing initiatives designed to drive demand for TriCaster solutions.
§ Provide insights from interactions with prospects and end-customers, to help refine targeting, messaging, and campaign effectiveness.
5. Pipeline Progression & Channel Revenue Contribution
§ Nurture early-stage opportunities until they are ready to be actively pursued by the distributor and their reseller partners.
§ Ensure qualified opportunities are effectively transitioned to the appropriate distributor or reseller sales teams.
§ Support early-stage opportunity progression through coordination with the distributor and relevant Vizrt internal resources.
§ Contribute to consistent sell-through pipeline generation and revenue growth through the distributor’s channel ecosystem.
6. Data & CRM Excellence
§ Maintain accurate records of prospecting activities, leads, and opportunity progress within the CRM system.
§ Ensure leads are routed correctly to the distributor and/or relevant reseller partners.
§ Work collaboratively with the distributor to monitor reseller engagement and opportunity progression.
§ Provide visibility into pipeline development activities, partner engagement, and direct market interactions driving demand where relevant.
Skills & Qualifications
1. Required
§ Proven track record in lead generation and qualification, ideally in a Sales Development Representative (SDR) or similar role.
§ Ability to engage effectively within distributor-led and multi-partner sales environments.
§ Excellent verbal and written communication skills, with the ability to engage channel partners and end-customers while clearly articulating value propositions.
§ Strong research and prospecting skills to quickly identify and qualify new opportunities.
§ Analytical mindset with the ability to track, measure, and report on key sales and pipeline metrics.
§ Strong organizational, program management, and time management skills.
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