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

• Cultivate and enhance relationships with AV/IT resellers, integrators, and channel partners

• Identify and onboard new reseller partners

• 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

• Work alongside resellers on lead generation, customer presentations, and sales training

• Partner with the End User Sales team to develop and drive opportunities to closure

• Maintain a robust pipeline aligned with the assigned sales targets

• Keep accurate Salesforce records for opportunities, activities, pipeline, and forecasting

• Acquire knowledge of customer needs, industry trends, competitors, and technology in the assigned market

• Foster long-term partner relationships to support revenue growth and market expansion

• Report directly to the Director of Channel Sales

• Travel up to 40%

• Execute all other duties as assigned

⛳️ Requirements

• A minimum of five years of experience selling to senior decision-makers through a reseller or channel model

• Extensive channel sales experience

• Strong understanding of the AV/IT market

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

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

• Proficient in Salesforce

• Proven track record of meeting or exceeding revenue targets

• Willingness to travel up to 40%

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

• Capability to translate technical solutions into clear business value

• Ability to collaborate effectively across Sales, Presales, Delivery, and Support

🏝️ Benefits

• Health insurance

• Dental insurance

• Vision insurance

• Retirement plans

• Employee Assistance Program

• Employee recognition programs

• Career development opportunities

• Performance-based commission plan

• Remote work arrangement