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.
• Coach & Develop the Team: Establish clear expectations, provide ongoing coaching, and support Channel Sales Managers in account planning, partner development, pipeline creation, and closing opportunities.
• Collaborate Across Teams: Work closely with End User Sales, Presales, Marketing, Delivery, Product, and Support to create a coordinated approach to partner and customer opportunities.
• Provide Market Intelligence: Monitor industry trends, competitor activity, partner feedback, and customer needs to help refine Uniguest's go-to-market strategy.

Experience & Skills

• Channel Sales Leadership: Demonstrated success leading channel sales professionals and driving revenue through reseller, VAR, integrator, and alliance relationships.
• Channel Strategy:Strong understanding of how to develop productive partner relationships, create partner-sourced pipeline, and turn channel engagement into measurable revenue.
• Enterprise Sales: Experience navigating complex enterprise sales cycles involving resellers, consultants, integrators, and end customers.
• Demand Generation: Proven ability to create new opportunities through partner engagement, networking, industry events, account planning, and targeted market development.
• Salesforce Proficiency:Strong experience using Salesforce CRM for pipeline management, forecasting, opportunity tracking, and sales activity.
• Technology Knowledge: Strong understanding of enterprise technology, Pro AV, video delivery, digital signage, IPTV, CMS, interactive technologies, or related solutions.
• Partner Relationships: Experience working with technology consultants and IT/AV integrators to influence project specifications and secure enterprise opportunities.
• Relationship Building:Strong communication, presentation, negotiation, and interpersonal skills with the ability to build credibility with partners, customers, and senior executives.
• Industry Network: Established relationships within the U.S. AV and technology reseller ecosystem and familiarity with key industry partners and decision-makers.
• Results Orientation: Documented history of meeting or exceeding revenue targets within a channel-driven sales environment.

Required Qualifications

• Minimum of 7 years of enterprise sales experience
  , with significant experience selling through a…