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Director – Channel Accounts
UniguestChannel 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.
Posted 8/22/2026full-timeRemote • Abington • Alabama, Florida, Mississippi, North Carolina, Pennsylvania, South Carolina, Tennessee • 🇺🇸 United StatesLeadWebsite
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in channel sales management, with a strong focus on building and maintaining partner relationships, driving revenue through reseller networks, and utilizing Salesforce for effective pipeline management and forecasting.
Highest-signal resume keywords
Channel Sales ManagementSalesforce CRMEnterprise Technology SalesPartner Relationship DevelopmentRevenue Generation
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Enterprise Sales ExperienceChannel/Reseller Model SalesPipeline ManagementOpportunity TrackingAccount PlanningNegotiation SkillsForecastingMarket DevelopmentComplex Sales Cycle NavigationPro AV Solutions
Soft Skills
Communication SkillsPresentation SkillsInterpersonal SkillsCoaching SkillsLeadership Skills
Industry Keywords
AV/IT ChannelVARsIntegratorsStrategic PartnersDigital SignageIPTVCMSInteractive TechnologiesTechnology ConsultantsU.S. Reseller Ecosystem
Tech Stack
Tools & technologiesLinuxMacOS
About the role
Key responsibilities & impact- 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
What you’ll need- 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
Comp & perks- 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