What are the responsibilities and job description for the Director, Channel Accounts position at Uniguest?
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 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.
- Ability to travel up to 40%
Who Will be Successful
The successful candidate will be a hands-on, revenue-focused channel leader who knows how to turn partner relationships into measurable sales results. This person will be comfortable setting strategy while remaining close to the business—coaching the team, engaging strategic partners, reviewing pipeline, and helping move complex opportunities through the sales cycle.
Success in this role requires a strong sense of ownership, commercial judgment, and the ability to create accountability across a distributed sales team. The ideal candidate is highly collaborative, builds credibility quickly, understands how to motivate partners and sales professionals, and is energized by growing a channel organization in a fast-moving environment.
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.
About Uniguest
Uniguest is the global leader in providing highly secure, fully managed customer-facing technology solutions on an outsourced basis to the hospitality, senior living, specialty retail, education, and corporate sectors. Our turnkey consumer-facing technology solutions include hardware and Digital Engagement software packages (IPTV, CMS, kiosks), system implementation, and 24/7/365 multi-lingual support for public space kiosks, digital signage, interactive TV, tablets, remote printing, and more. Designed to deliver consistent and safe experiences, Uniguest empowers clients like NCAA stadiums, QSR chains, and corporate enterprises to engage customers effectively.
Uniguest is committed to equal employment opportunity, prohibiting discrimination and harassment based on race, color, religion, national origin, sex, sexual orientation, marital status, pregnancy, gender identity, veteran status, disability, genetic information, age, or any other protected basis. We strive to provide all people equal access to employment based on ability, performance, and qualifications.