Channel Account Manager
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Job Description
Channel Account Manager expanding Uniguest’s AV/IT reseller network and ARR. Positioning IPTV, digital signage CMS, and interactive kiosk solutions through channel sales.
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 to expand market coverage
- 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
- Keep accurate Salesforce records for opportunities, activities, pipeline, and forecasting
- Develop strong knowledge of customer needs, industry trends, competitors, and technology within assigned markets
- Build long-term partner relationships that support revenue growth and market expansion
- Report to the Director of Channel Sales
- Travel up to 40%
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
- Up to 40% travel
- Ability to discuss IPTV, digital signage, CMS platforms, interactive kiosks, and related AV/IT technology
- Ability to translate technical solutions into clear business value
Benefits:
- Health, dental, and vision plans based on position, location, and eligibility
- Retirement plans based on position, location, and eligibility
- Employee Assistance Program
- Employee recognition programs
- Career development opportunities
- Performance-based commission plan
- Remote work arrangement
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