Director – Channel Accounts

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

📋 Description

• Implement Uniguest’s channel sales strategy across targeted verticals.

• Lead and mentor a team of Channel Sales Managers towards common ARR and revenue objectives.

• Take ownership of channel performance and achieve specified ARR goals.

• Develop a robust, qualified pipeline of partner-driven opportunities.

• Enhance existing reseller partnerships while identifying and onboarding new partners.

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

• Identify, monitor, and advance enterprise opportunities using Salesforce.

• Ensure pipeline visibility and maintain accurate forecasting.

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

• Stay informed about customer needs, purchasing processes, technology trends, and competitive dynamics within assigned verticals.

• Set expectations, coach, and assist Channel Sales Managers in account planning, partner development, pipeline generation, and closing deals.

• Work collaboratively with End User Sales, Presales, Marketing, Delivery, Product, and Support teams.

• Keep abreast of industry trends, competitor actions, partner feedback, and customer requirements to refine the go-to-market strategy.

• Travel up to 40% to support partners, customers, industry events, and sales opportunities.

⛳️ Requirements

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

• Prior experience in leading, coaching, and developing channel sales professionals.

• Proven track record in driving revenue and pipeline through resellers, VARs, integrators, and strategic partners.

• Strong grasp of the U.S. AV/IT channel and enterprise technology sales landscape.

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

• Willingness to travel up to 40%.

• Demonstrated success in leading channel sales teams and generating revenue through reseller, VAR, integrator, and alliance relationships.

• Deep understanding of partner relationship development and partner-sourced pipeline.

• Proven experience navigating complex enterprise sales cycles.

• Ability to generate opportunities through partner engagement, networking, industry events, account planning, and focused market development.

• Extensive experience with 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 similar 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.

• Documented history of meeting or surpassing revenue targets in a channel-driven sales setting.

🏝️ Benefits

• Opportunity to cultivate strategic channel relationships.

• Represent innovative video-based technology solutions utilized by enterprise clients.

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

• Commitment to equal employment opportunity.