Channels Sales Account Executive (Remote U.S.)

Uniguest 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.

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

Requirements:

• 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
• 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