Director – Channel Accounts

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 12%

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Uniguest

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1986

☁️ SaaS

🏢 Enterprise

🏨 Hospitality

💰 $190M Debt Financing - Uniguest on 2021-06

SaaS • Enterprise • Hospitality

Uniguest is a provider of secure digital engagement technologies and platforms. The company delivers a Digital Engagement Platform comprising digital signage, IPTV/hotel TV, enterprise video, managed hardware, and user applications to distribute connected content and engage audiences across venues such as hotels, enterprises, education, and public spaces. Uniguest also brings together multiple professional AV and market-specialist solutions (Tripleplay, Onelan, MediaStar, Otrum, eStream, Touchtown, Sagely, Janus, Volara, Eversound, Bunch, UCView) to offer integrated software and hardware offerings for customer-facing and internal communications.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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