Channel Account Manager

About the Role

Uniguest is seeking an experienced Channel Account Manager to grow revenue and expand our channel presence across key U.S. markets. This remote role focuses on building reseller relationships, developing new business, and achieving Annual Recurring Revenue (ARR) targets. You will work with AV/IT resellers, integrators, consultants, and internal sales teams to position Uniguest solutions, including IPTV, digital signage CMS, and interactive kiosks. The role reports to the Director of Channel Sales and requires up to 40% travel.

Responsibilities

• 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.
• Collaborate 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.
• Perform all other duties as assigned.

How to Succeed

• 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.

Requirements

• At least five years of experience selling to senior decision-makers through a reseller or channel model.
• Deep channel sales experience and strong knowledge of the AV/IT market.
• Established U.S. AV reseller and integrator network (preferred).
• Experience with IPTV, digital signage, CMS platforms, interactive kiosks, or related technologies.
• Strong Salesforce experience.
• Proven record of meeting or exceeding revenue targets.
• Up to 40% travel required.

Benefits

• Competitive health, dental, and vision plans based on position, location, and eligibility.
• Retirement plans.
• Employee Assistance Program.
• Employee recognition programs.
• Career development opportunities.
• Performance-based commission plan.