Channel Account Manager

This is a fully remote position, open to applicants in Tennessee.

📋 Description

• Implement Uniguest’s channel sales strategy to meet ARR and revenue objectives.

• Establish and nurture relationships with AV/IT resellers, integrators, and channel partners.

• Identify and onboard new reseller partners to enhance market reach.

• Create new sales opportunities through partnerships, networking, industry events, and targeted outreach.

• Collaborate with technology consultants and IT integrators to specify Uniguest solutions in significant projects.

• Partner with resellers for lead generation, customer presentations, and sales training.

• Work alongside the End User Sales team to develop and progress opportunities towards closure.

• Maintain a robust sales pipeline that aligns with assigned sales targets.

• Ensure accurate Salesforce records for opportunities, activities, pipeline, and forecasting.

• Acquire in-depth knowledge of customer needs, industry trends, competitors, and technology within designated markets.

• Cultivate long-term partnerships that facilitate revenue growth and market expansion.

• Report directly to the Director of Channel Sales.

• Willingness to travel up to 40%.

⛳️ Requirements

• Minimum of five years' experience selling to senior decision-makers through a reseller or channel model.

• Extensive experience in channel sales.

• Strong understanding of the AV/IT market.

• Established network of U.S. AV resellers and integrators.

• Familiarity with IPTV, digital signage, CMS platforms, interactive kiosks, or similar technologies.

• Proficient in Salesforce.

• Proven track record of meeting or surpassing revenue targets.

• Ability to travel up to 40%.

• Capability to discuss IPTV, digital signage, CMS platforms, interactive kiosks, and related AV/IT technologies.

• Skill in translating technical solutions into clear business value.

🏝️ Benefits

• Health, dental, and vision plans based on position, location, and eligibility.

• Retirement plans based on position, location, and eligibility.

• Employee Assistance Program.

• Employee recognition programs.

• Career development opportunities.

• Performance-based commission plan.

• Remote work arrangement.