Director – Channel Accounts

🕒 Agosto 22

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🔴 Especialista

👔 Diretor

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Uniguest

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 1986

☁️ SaaS

🏢 Corporativo

🏨 Hospitalidade

💰 $190.000.000 Debt Financing - Uniguest em 2021-06

SaaS • Enterprise • Hospitality

A Uniguest é uma fornecedora de tecnologias e plataformas de engajamento digital seguras. A empresa oferece uma Plataforma de Engajamento Digital composta por sinalização digital, IPTV/TV para hotéis, vídeo corporativo, hardware gerenciado e aplicativos de usuários para distribuir conteúdo conectado e envolver audiências em locais como hotéis, empresas, instituições de ensino e espaços públicos. A Uniguest também reúne várias soluções AV profissionais e especializadas no mercado (Tripleplay, Onelan, MediaStar, Otrum, eStream, Touchtown, Sagely, Janus, Volara, Eversound, Bunch, UCView) para oferecer softwares e hardwares integrados para comunicações internas e voltadas para os clientes.

Descrição

• Execute Uniguest’s channel sales playbook across designated verticals • Lead and develop a team of Channel Sales Managers toward shared ARR and revenue goals • Own channel performance and deliver agreed-upon ARR targets • Build a strong, qualified pipeline of partner-driven opportunities • Strengthen existing reseller relationships and identify and onboard new partners • Partner with resellers to uncover opportunities, engage stakeholders, and develop joint lead-generation and account strategies • Identify, track, and progress enterprise opportunities through Salesforce • Maintain pipeline visibility and accurate forecasting • Develop relationships with technology consultants and IT/AV integrators to increase specification of Uniguest solutions • Maintain understanding of customer needs, buying processes, technology trends, and competitive dynamics across assigned verticals • Establish expectations, coach, and support Channel Sales Managers in account planning, partner development, pipeline creation, and closing opportunities • Collaborate with End User Sales, Presales, Marketing, Delivery, Product, and Support • Monitor industry trends, competitor activity, partner feedback, and customer needs to refine go-to-market strategy • Travel up to 40% to support partners, customers, industry events, and sales opportunities

🎯 Requisitos

• Minimum of 7 years of enterprise sales experience, with significant experience selling through a channel/reseller model • Previous experience leading, coaching, and developing channel sales professionals • Proven success driving revenue and pipeline through resellers, VARs, integrators, and strategic partners • Strong understanding of the U.S. AV/IT channel and enterprise technology sales environment • Experience selling to and building relationships with senior-level and executive decision-makers • Ability to travel up to 40% • Demonstrated success leading channel sales professionals and driving revenue through reseller, VAR, integrator, and alliance relationships • Strong understanding of partner relationship development and partner-sourced pipeline • Experience navigating complex enterprise sales cycles • Proven ability to create opportunities through partner engagement, networking, industry events, account planning, and targeted market development • Strong experience using Salesforce CRM for pipeline management, forecasting, opportunity tracking, and sales activity • Strong understanding of enterprise technology, Pro AV, video delivery, digital signage, IPTV, CMS, interactive technologies, or related solutions • Experience working with technology consultants and IT/AV integrators • Strong communication, presentation, negotiation, and interpersonal skills • Established relationships within the U.S. AV and technology reseller ecosystem • Documented history of meeting or exceeding revenue targets within a channel-driven sales environment

🏖️ Benefícios

• Opportunity to grow strategic channel relationships • Represent video-based technology solutions used by enterprise customers • Support from experts across Sales, Presales, Delivery, and Support • Equal employment opportunity