Director, Channel Accounts

Director, Channel Accounts

Position Summary

This leadership role requires deep experience selling through a channel reseller model, with the ability to develop reseller relationships, generate demand, uncover new opportunities, and build strategic partnerships. The Channel Sales Director will also work closely with technology consultants and IT/AV integrators to position and specify Uniguest solutions, including IPTV, digital signage CMS, and interactive technologies, within major enterprise projects.

This is a remote U.S.-based position requiring up to 40% travel to support partners, customers, industry events, and sales opportunities

What you’ll do

• Lead Channel Sales Strategy: Execute Uniguest’s channel sales playbook across designated verticals while leading and developing a team of Channel Sales Managers toward shared ARR and revenue goals.
• Drive Revenue & Pipeline: Own channel performance and deliver agreed-upon ARR targets by building a strong, qualified pipeline of partner-driven opportunities.
• Develop & Manage Reseller Network: Strengthen existing reseller relationships while identifying and onboarding new partners to expand Uniguest’s market reach.
• Drive Demand Generation: Partner with resellers to uncover new opportunities, engage key stakeholders, and develop joint lead-generation and account strategies.
• Manage Strategic Opportunities: In collaboration with the End User Sales team, identify, track, and progress enterprise opportunities through Salesforce, maintaining pipeline visibility and accurate forecasting.
• Build Consultant & Integrator Relationships: Develop relationships with technology consultants and IT/AV integrators to increase specification of Uniguest solutions within major projects.
• Provide Vertical Expertise: Maintain a strong understanding of customer needs, buying processes, technology trends, and competitive dynamics across assigned verticals.
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