Channels Sales Account Executive; Remote U.S

Overview

Position Summary
:
Uniguest, a fast-growing, international leader in video-based software solutions, serves enterprise customers across verticals such as Education, Banking, F&B, Retail and Corporate. Headquartered in Nashville, TN, with a global presence, we are expanding our U.S. team to include a Channel Sales Account Executive focused on designated verticals (e.g. Retail/Retail Banking sectors). Based in the U.S., you will report to the VP of Channel Sales and lead the execution of Uniguest’s sales playbook to deliver Annual Recurring Revenue (ARR) targets within your vertical.

This is a remote position that entails around 40% travel to client sites in support of customer engagements as needed.

This role requires deep vertical selling expertise through a channel reseller model, collaborating closely with resellers to drive demand, uncover new opportunities, and foster strategic partnerships. You will work with technology consultancy firms to ensure Uniguest’s solutions (IPTV, CMS, interactive kiosks) are specified in major projects, while also curating and progressing sales opportunities to meet revenue goals. This position offers significant career growth opportunities for exceeding targets, working in close alignment with U.S.

-based sales, presales, delivery, and support teams.

• 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.

• 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.

• Minimum of 5 years’ sales experience selling to senior executives within the designated verticals, with a focus on channel-driven sales.
• Prove…