Director – Channel Accounts

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

📋 Description

• Implement Uniguest’s channel sales strategy across targeted verticals

• Lead and cultivate a team of Channel Sales Managers to achieve collective ARR and revenue objectives

• Take ownership of channel performance and meet established ARR goals

• Create a robust, qualified pipeline of partner-driven prospects

• Enhance existing reseller partnerships while identifying and onboarding new collaborators

• Collaborate with resellers to identify opportunities, engage stakeholders, and formulate joint lead-generation and account strategies

• Recognize, monitor, and advance enterprise opportunities through Salesforce

• Ensure pipeline visibility and precise forecasting

• Foster relationships with consultants and IT/AV integrators to boost the specification of Uniguest solutions

• Stay informed about customer requirements, purchasing processes, technological trends, and competitive landscapes

• Set expectations, mentor Channel Sales Managers, and assist with account planning, partner development, pipeline creation, and closing opportunities

• Work in conjunction with End User Sales, Presales, Marketing, Delivery, Product, and Support teams

• Keep track of industry trends, competitor activities, partner insights, and customer demands to refine go-to-market strategies

⛳️ Requirements

• At least 7 years of enterprise sales experience, particularly in a channel/reseller model

• Previous experience in leading, coaching, and developing channel sales personnel

• Demonstrated success in generating revenue and building pipeline through resellers, VARs, integrators, and strategic partnerships

• Solid understanding of the U.S. AV/IT channel and enterprise technology sales landscape

• Experience in selling to and cultivating relationships with senior-level and executive decision-makers

• Proven track record in leading channel sales teams and driving revenue through reseller, VAR, integrator, and alliance networks

• Strong comprehension of partner relationships, partner-driven pipeline, and channel revenue generation

• Experience navigating intricate enterprise sales cycles

• Proven capability to generate opportunities through partner engagement, networking, industry events, account planning, and targeted market development

• Extensive experience utilizing Salesforce CRM for pipeline management, forecasting, opportunity tracking, and sales activities

• Strong knowledge of enterprise technology, Pro AV, video delivery, digital signage, IPTV, CMS, interactive technologies, or related solutions

• Experience collaborating with technology consultants and IT/AV integrators

• Excellent communication, presentation, negotiation, and interpersonal skills

• Established connections within the U.S. AV and technology reseller ecosystem

• Proven history of achieving or surpassing revenue targets in a channel-driven sales context

• Willingness to travel up to 40%

🏝️ Benefits

• Opportunity to expand strategic channel relationships

• Represent cutting-edge video-based technology solutions utilized by enterprise clients

• Access to support from specialists across Sales, Presales, Delivery, and Support

• Commitment to equal employment opportunity