Category Manager – AV Solutions

The Category Manager – AV Solutions is responsible for developing and growing Bluum’s audiovisual portfolio across Interactive Flat Panels (IFP) and Pro AV solutions including displays, audio, and conferencing systems. This role serves as Bluum’s subject matter expert across the AV category, owning vendor relationships, go-to-market strategy, presales consulting, and category performance.

The successful candidate is a strategic thinker and AV practitioner who can operate at both the category and deal level—shaping long-term portfolio direction while supporting Sales in the field. This role requires deep product knowledge, strong vendor relationships, and the ability to translate complex AV solutions into compelling customer outcomes in K-12 and adjacent education markets. As Bluum’s AV practice grows, this role may evolve to include direct team leadership.

Key Responsibilities

Category Strategy & Portfolio Management

• Develop and execute a long-term growth strategy for the AV category spanning IFP, professional displays, and audio systems.
• Own and be accountable for AV category revenue budgets, forecasts, and profitability; prepare and conduct Quarterly Business Reviews with core vendor partners and annual category reviews with senior leadership.
• Define the AV product portfolio—curating the right mix of vendors, product tiers, and solution configurations to serve K-12 and Pro AV customer segments effectively.
• Onboard new AV vendors and distribution partners; develop and maintain the category’s GTM offerings in collaboration with Marketing, Sales, and Sales Enablement teams.
• Monitor AV market trends, competitive dynamics, and technology shifts (e.g., LED vs. LCD transitions, AI-enabled displays, BYOD conferencing) to keep Bluum’s portfolio current and differentiated.
• Analyze category sales data to identify growth opportunities, underperforming SKUs, and pricing adjustments; bring data-driven recommendations to internal stakeholders.

Vendor & Partner Relationships

• Build and maintain strategic relationships with AV vendor partners—including IFP manufacturers, Pro AV display brands, audio solutions providers, and conferencing platform partners.
• Negotiate vendor agreements, deal registration programs, partner tiers, and pricing structures that support Bluum’s margin requirements and competitive positioning.
• Manage vendor portal programs including deal registrations, MDF/co-op funds, sales incentives, and partner certifications; ensure Bluum meets partner program requirements and maximizes available benefits.
• Serve as Bluum’s internal advocate for vendor partners—communicate product roadmaps, launch timelines, discontinuations, and promotional programs to Sales, Marketing, and Operations.
• Identify and evaluate new vendor and distribution partnerships that expand Bluum’s AV capabilities or address customer needs not currently served by the existing portfolio.

Presales & Customer Solution Consulting

• Participate in customer discovery meetings to understand AV requirements, space types, and use cases; conduct assessments of existing AV environments and develop tailored solution recommendations.
• Provide vendor-agnostic presales advisory to Sales and customers, recommending the right combination of IFP, display, audio, and conferencing technologies for each environment.
• Support deal development by coordinating demonstrations, developing solution architectures, and assisting Sales in building proposals that clearly articulate customer value and ROI.
• Assist with deal registrations, vendor pricing approvals, and configuration guidance to help sellers move AV opportunities through the pipeline efficiently.
• Provide ongoing lifecycle support and consulting to customers post-deployment, including product refresh planning and technology upgrade pathways.

Sales Enablement & Training

• Collaborate with Bluum’s training team to develop AV-specific training programs for new and existing Account Executives, covering IFP, Pro AV displays, audio, and conferencing solution categories.
• Curate and maintain AV enablement materials including solution guides, competitive comparison sheets, space-type playbooks, and customer-facing one-pagers.
• Establish a regular cadence with regional sales leaders and their teams to share AV market insights, category updates, new product launches, lifecycle changes, and deal win stories.
• Co-deliver vendor and product training alongside partner teams; support Sales Enablement with SME knowledge to improve opportunity closure rates across the AV portfolio.

Operations & Lifecycle Support

• Coordinate with Purchasing, Operations, and distribution partners on procurement, configuration, and deployment options for AV solutions.
• Partner with Marketing to develop well-structured AV offers with clear economic benefits—including bundle strategies that pair IFP or Pro AV hardware with services, installation, and support.
• Support RFP and RFI responses requiring AV subject matter expertise; review specifications and recommend compliant, competitive solution configurations.
• Other duties as assigned.

Education & Skill Requirements

• A bachelor’s degree from an accredited U.S. or Canadian university is required; a master’s degree is preferred.
• Minimum 5 years of product management, category management, or AV solutions experience in a multi-vendor environment at a reseller, distributor, integrator, or EdTech provider.
• Deep knowledge of the AV landscape including Interactive Flat Panels, professional displays, audio systems; familiarity with leading brands such as Newline, SMART, Epson, Poly, Shure, Logitech, Crestron, or equivalent.
• Experience working with AV distribution partners and navigating vendor deal registration, MDF, and partner program structures.
• Demonstrated experience in vendor negotiation achieving differentiation and favorable commercial outcomes.
• Proven track record of managing categories and go-to-market activities in concert with cross-functional teams including Sales, Marketing, and Operations.
• Strong presales and solution consulting skills; ability to assess customer environments and recommend complete AV solutions across multiple space types (classrooms, conference rooms, common areas).
• Track record of building and presenting proposals and business cases internally and externally; comfortable with public speaking and executive-level communication.
• Previous experience working with K-12 or EdTech customers in a sales, procurement, or advisory capacity preferred.
• High aptitude to stay current on AV technology trends and pursue relevant certifications (e.g., CTS, manufacturer-specific accreditations) is strongly preferred.
• Ability to communicate clearly and concisely in writing; ability to author solution briefs and customer-facing content.
• Ability to travel within the US and Canada up to 25% of time.