Position Summary
Uniguest, a fast-growing, international leader in video-based software solutions, serves enterprise customers across verticals such as Hospitality, Sports, Education, Banking, 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 an assigned vertical. In this position, you will report to the VP of Sales and lead the execution of Uniguest’s sales playbook to deliver Annual Recurring Revenue (ARR) targets within your vertical.
This role requires deep vertical selling expertise through a channel reseller model, collaborating closely with resellers (e.g., AVI-SPL, Ingram Micro, Cisco) 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.
Primary 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 (e.g., athletic directors for NCAA, CIOs for F&B) 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 (e.g., smart stadiums, QSR digital transformations).
- 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.
Experience & Skills
- Proven Vertical Expertise: Deep understanding of the designated vertical’s ecosystem (e.g., Sports Stadiums, F&B/QSR, Corporate/Banking and Retail/F&B), including key players, technology needs, and procurement processes.
- Channel Sales Mastery: Demonstrated success in building and managing channel reseller relationships, with experience driving ARR through partners like AVI-SPL, Ingram Micro, or Cisco.
- 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 ad 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, ideally within Sports, Education, F&B/QSR, or similar verticals.
Required Qualifications
- Minimum of 5 to 7 years’ sales experience selling to senior executives (e.g., IT directors, athletic directors, CIOs) within the designated vertical, with a focus on channel-driven sales.
- Ability to travel up to 35% of the time.
What We Offer
- 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.
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.
