Uniguest · 3 days ago
Channels Sales Account Executive (Remote U.S.)
United States
Full-time
Remote
Senior Level
5+ years expUniguest is a fast-growing international leader in video-based software solutions, focusing on enterprise customers across various verticals. They are seeking a Channel Sales Account Executive to lead sales efforts, drive demand generation, and manage reseller relationships within designated verticals to achieve revenue targets.
ComputerInformation Technology
Responsibilities
Execute Vertical Sales Playbook: Lead the implementation of Uniguest’s sales strategy for the designated vertical, leveraging channel resellers to deliver ARR targets
Drive Demand Generation: Uncover, curate, and foster new sales opportunities by engaging with key stakeholders and building market awareness
Develop and Manage Reseller Network: Support and expand the U.S. reseller network within the vertical, including identifying and onboarding net-new resellers to scale market reach
Vertical Expertise: Provide deep knowledge of the designated vertical’s needs, challenges, and technology trends to position Uniguest’s solutions as the preferred choice
Opportunity Management: Identify, track, and progress sales opportunities using Salesforce CRM, ensuring a robust pipeline to meet or exceed revenue goals
Partner Engagement: Build relationships with technology consultancy and IT integrator firms to ensure Uniguest’s solutions are specified in major vertical projects
Channel Collaboration: Work closely with resellers to co-develop lead generation strategies, deliver joint pitches, and provide vertical-specific training to drive adoption
Market Intelligence: Monitor vertical trends, competitor activities, and customer needs to refine Uniguest’s go-to-market strategy and maintain a competitive edge
Deliver Revenue: Achieve agreed-upon ARR targets through strategic channel sales, pilot programs, and enterprise deals
Qualification
Required
Minimum of 5 years' sales experience selling to senior executives within the designated verticals, with a focus on channel-driven sales
Proven Vertical Expertise: Deep understanding of the designated vertical's ecosystem, including key players, technology needs, and procurement processes
Ability to travel up to 40% of the time
Preferred
Channel Sales Mastery: Demonstrated success in building and managing channel reseller relationships, with experience driving ARR through reseller partners and alliances
Demand Generation Skills: Proven ability to uncover and curate sales opportunities through market research, networking, and thought leadership (e.g., industry events, whitepapers)
Salesforce Proficiency: Extensive experience using Salesforce CRM to manage pipelines, forecast revenue, and track opportunity progression
Technology Knowledge: Strong understanding of IT, video delivery, digital signage, and related technologies (e.g., IPTV, CMS, kiosks) relevant to the vertical
Partner Relationships: Experience collaborating with technology consultancy and IT integrator firms to influence project specifications and secure enterprise deals
Relationship Building: Exceptional communication and interpersonal skills to foster trust with resellers, consultancies, and end customers
Industry Network: Established connections within the designated vertical, including familiarity with U.S. AV reseller markets and key decision-makers
Track Record: Documented history of exceeding revenue targets in a channel sales role across multiple vertical segments
Benefits
Competitive Benefits Package: Including health, dental, vision, and retirement plans (dependent on position, location, and eligibility).
Employee Assistance Program (EAP): Support for personal and professional well-being.
Career Development: Opportunities for advancement within Uniguest’s growing global organization, especially for exceeding ARR targets.
Performance Commission Plan: Lucrative incentives tied to ARR and pipeline growth.
Employee Recognition Rewards Program: Acknowledging outstanding contributions.
Dynamic Work Environment: Collaborate with a passionate team across sales, presales, delivery, and support, backed by industry leaders like Samsung and Cisco.
Company
Uniguest
Uniguest is the leading provider of secure fully managed technology solutions to the hospitality industry
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$190MKey Investors
Comvest Credit Partners
2021-06-22Debt Financing· $190M
2013-12-16Acquired
Leadership Team
Dan McArdle
Co-Founder and CTO
Joan Stone
Chief Financial Officer
Recent News
GlobeNewswire News Room
2025-03-19
2022-06-11
Company data provided by crunchbase