Director – Channel Accounts

🔥 0 minutes ago

🎸 Tennessee – Remote

🎸 Tennessee – Remote

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Uniguest

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1986

🏥 Healthcare

🏨 Hospitality

📚 Education

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

Healthcare • Hospitality • Education

Uniguest is a provider of cloud-based digital engagement solutions, offering digital signage CMS, IPTV and IP video platforms, engagement apps, and optimized media hardware. The company supplies software Hubs and platforms for content management, interactive TV, video-on-demand, webcasting, wayfinding, room signage, and specialized engagement apps, and also offers managed hardware (media players, encoders, headends) and channel distribution to AV integrators and resellers. Uniguest serves hospitality, healthcare, education, stadiums, senior living, retail, corporate enterprise and other sectors, focusing on secure, scalable audience engagement across screens and devices.

📋 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 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

🎯 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 • 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%

🏖️ 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