Director – Channel Accounts

🕒 Agosto 22

🎸 Tennessee – Remoto

🎸 Tennessee – Remote

⏰ Tempo Integral

🔴 Especialista

👔 Diretor

👻 Score fantasma 10%

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Uniguest

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 1986

🏥 Saúde

🏨 Hospitalidade

📚 Educação

💰 $190.000.000 Debt Financing - Uniguest em 2021-06

Healthcare • Hospitality • Education

A Uniguest é uma fornecedora de soluções de engajamento digital baseadas em nuvem, oferecendo CMS para sinalização digital, plataformas de IPTV e vídeo IP, aplicativos de engajamento e hardware de mídia otimizado. A empresa fornece Hubs de software e plataformas para gestão de conteúdo, TV interativa, vídeo sob demanda, webcasting, wayfinding, sinalização de salas, aplicativos de engajamento especializados, além de oferecer hardware gerenciado (players de mídia, codificadores, headends) e distribuição de canais para integradores AV e revendedores. A Uniguest atende aos setores de hospitalidade, saúde, educação, estádios, moradia sênior, varejo, empresas corporativas e outros, focando em um engajamento de público seguro e escalável através de telas e dispositivos.

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 consultant and IT/AV integrator relationships to increase specification of Uniguest solutions • Maintain knowledge of customer needs, buying processes, technology trends, and competitive dynamics • Establish expectations, coach Channel Sales Managers, and support account planning, partner development, pipeline creation, and opportunity closing • 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

🎯 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 • Demonstrated success leading channel sales professionals and driving revenue through reseller, VAR, integrator, and alliance relationships • Strong understanding of partner relationships, partner-sourced pipeline, and channel revenue generation • 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 in a channel-driven sales environment • Ability to travel up to 40%

🏖️ 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