Channel Account Manager
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Job Description
Channel Account Manager growing Uniguest’s AV/IT reseller revenue across U.S. markets. Building partner relationships and selling IPTV, digital signage, CMS, and kiosk solutions.
Responsibilities:
- Execute Uniguest’s channel sales strategy to achieve ARR and revenue targets
- Build and grow relationships with AV/IT resellers, integrators, and channel partners
- Identify and onboard new reseller partners
- Generate new sales opportunities through partners, networking, industry events, and targeted outreach
- Work with technology consultants and IT integrators to specify Uniguest solutions in major projects
- Partner with resellers on lead generation, customer presentations, and sales training
- Work with the End User Sales team to develop and advance opportunities through close
- Maintain a healthy pipeline aligned with assigned sales targets
- Maintain accurate Salesforce records for opportunities, activities, pipeline, and forecasting
- Develop knowledge of customer needs, industry trends, competitors, and assigned-market technology
- Build long-term partner relationships supporting revenue growth and market expansion
- Report to the Director of Channel Sales
- Travel up to 40%
- Perform all other duties as assigned
Requirements:
- At least five years of experience selling to senior decision-makers through a reseller or channel model
- Deep channel sales experience
- Strong knowledge of the AV/IT market
- Established U.S. AV reseller and integrator network
- Experience with IPTV, digital signage, CMS platforms, interactive kiosks, or related technologies
- Strong Salesforce experience
- Proven record of meeting or exceeding revenue targets
- Ability to travel up to 40%
- Ability to discuss IPTV, digital signage, CMS platforms, interactive kiosks, and related AV/IT technology
- Ability to translate technical solutions into clear business value
- Ability to work collaboratively 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
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