What are the responsibilities and job description for the Channel Account Manager position at Uniguest?
Channel Account Manager
Position Summary
Uniguest is seeking an experienced Channel Account Manager to grow revenue and expand our channel presence across key U.S. markets.
This remote role is responsible for building reseller relationships, developing new business, and achieving Annual Recurring Revenue (ARR) targets. The Channel Account Manager will work with AV/IT resellers, integrators, consultants, and internal sales teams to position Uniguest solutions, including IPTV, digital signage CMS, and interactive kiosks.
Reporting to the Director of Channel Sales, this role requires up to 40% travel.
What you’ll do
- 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.
- All other duties as assigned.
How to Succeed in the Role
- Be proactive and comfortable creating new opportunities.
- Take ownership of partner relationships, pipeline, ARR targets, and results.
- Build genuine, long-term relationships with resellers, integrators, consultants, and customers.
- Be curious and consultative when identifying customer and partner needs.
- Communicate confidently with executives, partners, consultants, and technical stakeholders.
- Be comfortable discussing IPTV, digital signage, CMS platforms, interactive kiosks, and related AV/IT technology.
- Translate technical solutions into clear business value.
- Stay organized and consistent with follow-up, Salesforce activity, pipeline, and forecasting.
- Be persistent throughout complex enterprise and channel sales cycles.
- Work collaboratively across Sales, Presales, Delivery, and Support.
- Be adaptable and comfortable working in a growing organization.
The Profile that Stands Out
Deep channel sales experience and strong knowledge of the AV/IT market are important for this role. The ideal candidate is a self-directed, relationship-driven sales professional with at least five years of experience selling to senior decision-makers through a reseller or channel model.
The strongest candidates will have an established U.S. AV reseller and integrator network and experience with IPTV, digital signage, CMS platforms, interactive kiosks, or related technologies. Strong Salesforce experience and a proven record of meeting or exceeding revenue targets are also important.
This role requires up to 40% travel.
What's in it for You
You will be backed by a team who loves to win and surrounded by experts across Sales, Presales, Delivery, and Support. You will have the opportunity to grow strategic channel relationships while representing video-based technology solutions used by enterprise customers.
Uniguest offers competitive benefits, including health, dental, vision, and retirement plans based on position, location, and eligibility. We also offer an Employee Assistance Program, employee recognition programs, career development opportunities, and a performance-based commission plan.