Director – Channel Accounts
Employment Information
Report this job
Job expired or something wrong with this job?
Job Description
Channel sales director leading reseller strategy, enterprise pipeline, and sales teams for Uniguest’s managed IPTV, digital signage, and kiosk solutions. Driving partner revenue across U.S. AV/IT markets.
Responsibilities:
- Execute Uniguest’s channel sales playbook across designated verticals
- Lead and develop a team of Channel Sales Managers toward shared ARR and revenue goals
- Own channel performance and deliver agreed-upon ARR targets
- Build a strong, qualified pipeline of partner-driven opportunities
- Strengthen existing reseller relationships and identify and onboard new partners
- Partner with resellers to uncover opportunities, engage stakeholders, and develop joint lead-generation and account strategies
- Identify, track, and progress enterprise opportunities through Salesforce
- Maintain pipeline visibility and accurate forecasting
- Develop consultant and IT/AV integrator relationships to increase specification of Uniguest solutions
- Maintain knowledge of customer needs, buying processes, technology trends, and competitive dynamics
- Establish expectations, coach Channel Sales Managers, and support account planning, partner development, pipeline creation, and opportunity closing
- Collaborate with End User Sales, Presales, Marketing, Delivery, Product, and Support
- Monitor industry trends, competitor activity, partner feedback, and customer needs to refine go-to-market strategy
Requirements:
- Minimum of 7 years of enterprise sales experience, with significant experience selling through a channel/reseller model
- Previous experience leading, coaching, and developing channel sales professionals
- Proven success driving revenue and pipeline through resellers, VARs, integrators, and strategic partners
- Strong understanding of the U.S. AV/IT channel and enterprise technology sales environment
- Experience selling to and building relationships with senior-level and executive decision-makers
- Demonstrated success leading channel sales professionals and driving revenue through reseller, VAR, integrator, and alliance relationships
- Strong understanding of partner relationships, partner-sourced pipeline, and channel revenue generation
- Experience navigating complex enterprise sales cycles
- Proven ability to create opportunities through partner engagement, networking, industry events, account planning, and targeted market development
- Strong experience using Salesforce CRM for pipeline management, forecasting, opportunity tracking, and sales activity
- Strong understanding of enterprise technology, Pro AV, video delivery, digital signage, IPTV, CMS, interactive technologies, or related solutions
- Experience working with technology consultants and IT/AV integrators
- Strong communication, presentation, negotiation, and interpersonal skills
- Established relationships within the U.S. AV and technology reseller ecosystem
- Documented history of meeting or exceeding revenue targets in a channel-driven sales environment
- Ability to travel up to 40%
Benefits:
- Opportunity to grow strategic channel relationships
- Represent video-based technology solutions used by enterprise customers
- Support from experts across Sales, Presales, Delivery, and Support
- Equal employment opportunity
Similar Jobs
Director, Corporate Engagement – Healthcare
Director expanding pharmaceutical and healthcare partnerships for Direct Relief’s global medical relief programs. Managing corporate relationships, donations, fundraising, and engagement strategy.
Director of Technology
Director of Technology leading scalable SaaS architecture and global engineering at Norwegian-owned Sperton. Shaping AI-enabled products, commercial growth, fundraising, and executive technology strategy.
Associate Director, ExploR&D Consultation Agreements
Associate Director negotiating high-volume consultation agreements for Lilly ExploR&D. Translating biotech scientific scopes into precise commercial terms and executed contracts.
Associate Director, Quality Improvement
Associate Director leading Ohio Medicaid quality improvement, HEDIS, CAHPS, compliance, and population-health strategy at Humana. Managing quality teams, providers, vendors, and enterprise-wide clinical improvement programs.
Regional Director
Regional Director advancing the Rocky Mountain Elk Foundation’s elk conservation mission through Utah volunteer chapters. Leading grassroots fundraising, volunteer development, and conservation grant oversight.
Director of Data, Payments
Director of Data shaping payments strategy and analytics at Monzo, a UK digital bank. Leading data teams and enabling global payments growth.
Market Director, Automotive & Convenience – AEC Services
Market Director driving A/E/C business development for Automotive and Convenience clients at Core States Group. Growing markets, nurturing relationships, and selling integrated design and construction services.
Senior Director, Commercial Strategy – Alignment
Senior commercial strategy leader expanding AirLife’s medical-device portfolio across Western U.S. health systems. Managing C-suite accounts, contracts, partnerships, and sales growth.
Director of Telco Strategy
Director shaping Holafly’s global telecom strategy and infrastructure for travel eSIM connectivity. Scaling core networks, reducing roaming costs, and improving quality for millions of travelers.
Director, Implementation Services
Director leading customer infrastructure, data integration, and AI configuration implementations for Faro’s clinical trial optimization platform. Owning technical delivery from discovery through go-live.
Membership Director
Membership Director leading IASA recruitment, engagement, renewal and retention. Managing membership operations, chapters and volunteers for The Institutes’ risk and insurance education nonprofit.
Director of Preconstruction
Preconstruction director de-risking distributed energy projects for BoxPower. Leading contracts, subcontractor strategy, and Sales-to-Delivery readiness for resilient distributed energy systems.
Technical Director – Property
Technical Director leading Rimkus’s forensic consulting practice growth, governance, and technical excellence. Developing technical leaders, capabilities, client relationships, and strategic market opportunities.
Director, Internal Audit – Revenue Cycle
Remote Internal Audit Director overseeing healthcare revenue cycle audits at Bon Secours Mercy Health. Leading risk assessments, complex audits, remediation, and governance reporting.
Senior Director, Microbiology
Senior microbiology executive leading enterprise sterility assurance and contamination control. Guiding Gilead’s biopharmaceutical development and manufacturing of medicines for serious diseases.
Mission Director – Navy
Mission Director retaining and expanding Navy accounts for Defense Unicorns, which delivers secure continuous software integration and delivery solutions. Driving adoption, customer advocacy, and mission value.
Director, Ambassador & Lifecycle Programs
Director driving ambassador engagement and alumni lifecycle conversion for CIEE, a nonprofit study abroad and intercultural exchange organization. Growing referrals, enrollment, retention, and customer lifetime value.
Director of Advancement
Advancement director leading fundraising, grants, marketing, and volunteer engagement for Casa Central, a Chicago nonprofit. Managing donor relationships, CRM systems, events, and strategic partnerships.
Market Director – Senior Market Director
Commercial leader expanding Triptease, a hotel technology company helping properties drive direct revenue. Building partnerships, closing complex deals, and shaping commercial strategy across the Indian Subcontinent.
Director of Media Strategy – Performance
Media strategy director leading paid acquisition, investment, and measurement for Spring Education Group’s private-school network. Driving enrollment across preschool, K–12, and online education brands.