Channel Account Manager

Job Description

About MarketStar: 

In everything we do, we believe in creating growth, for our clients, our employees, and our community. For the past 35+ years, we have been generating revenue for the most innovative tech companies across the globe through our outsourced B2B demand, sales, customer success, and revenue operations solutions. We are passionate about cultivating career advancements for our people, and support them through mentorship, leadership, and career-development programs. We provide service and support to our communities through the MarketStar Foundation. 
 
Our exceptional team is the cornerstone of MarketStar's accomplishments. We are proud of our award-winning workplace culture and to be named a top employer in our industry. These achievements are a testament to our six core values, embraced by our 3,000+ employees worldwide. From our headquarters in Utah, USA, to our global offices in India, Ireland, Bulgaria, Mexico, the Philippines, and Australia, we all work together to drive innovation and success. 

We are excited to have you apply to join our MarketStar team and can’t wait to discuss how we can help you find growth!  

About the Channel Account Manager: 

MarketStar is a leading global technology provider dedicated to delivering innovative [SaaS, hardware, browser, and VAD solution] to enterprises and public sector organizations worldwide. We are seeking an entrepreneurial and results-driven Channel Account Manager (CAM) to be the strategic face of our partner program, responsible for driving awareness, enablement, pipeline and significant revenue growth through our most influential reseller partners. This role will represent our leading-edge Platforms & Devices portfolio, acting as a crucial link between our internal teams and the partner ecosystem. 

Location: US - Remote

What Will You Do? 

• Own strategic engagement with a portfolio of assigned, high-value National Solution Providers and Value-Added Resellers (VARs) (e.g., CDW, Insight, SHI, and other key DMR contacts). 

• Develop and maintain strong, multi-level relationships within assigned partner accounts, from frontline account executives and sales managers to senior leadership plus OEMs and internal stakeholders.  

• Meet and exceed quarterly and annual channel revenue targets for your assigned partner accounts by actively creating and managing the joint sales pipeline and forecast. Relentlessly pursue and exceed ambitious quarterly and annual revenue targets, demonstrating a consistent drive for overachievement.  

• Actively manage the sales pipeline with partners, ensuring alignment with internal forecasting processes and providing accurate and timely reports on partner performance and business trends. Joint Business Planning & Execution  

• Create and execute comprehensive Joint Annual and Quarterly Business Plans (JBPs) with partners, outlining clear strategies for pipeline generation, sales growth, and market share expansion. Proactively identify and capitalize on new sales opportunities within partner accounts, translating strategic plans into tangible revenue growth.  

• Develop and launch channel-specific Go-to-Market (GTM) programs, promotions, and marketing campaigns in collaboration with internal sales, marketing, and operations teams to drive demand for our technical solutions.  

•  Provide frontline sales support by fielding product/solution questions, providing pricing, and supporting customer sales calls alongside the partner's account managers. Partner Enablement & Advocacy  

• Act as the subject matter expert for our product portfolio, clearly translating the client's value proposition and key differentiators.  

• Design and deliver compelling training and enablement programs to educate partner sales teams and capture mindshare. This includes conducting branded floor days, promotions, and lunch-and-learn events.
   
• Empower and energize partner sales teams to actively sell our products, fostering a competitive drive and a focus on pipeline generation.  

• Serve as the primary advocate for your partners within the organization, representing their needs and providing actionable market feedback 

• Other applicable duties as assigned. 

What Will You Need to Succeed? 

• Bachelor's degree or equivalent practical experience.  

• Demonstrated success in Channel Sales, Partner Management, or Reseller Account Management within the B2B technology industry (Browser management, SaaS, hardware, or enterprise software).     

• Experience managing and building relationships with large National Solution Providers or Value-Added Resellers (VARs). Proven track record of exceeding sales quotas in a partner-led sales environment.  

• Demonstrated history of consistently exceeding sales targets and driving significant revenue growth in previous roles. Engaging presentation and training skills, with the ability to influence and build consensus at all organizational levels.  

•  Highly motivated by sales success with a strong competitive drive to win. 

•  Strong channel sales experience, specifically within the browser, hardware, virtualization, education, or enterprise software sectors.   

•  Direct experience and established relationships with key stakeholders at VARs, CDW, Insight, CNXN and/or SHI.  

•  Deep understanding of the enterprise IT sales cycle, procurement processes, and the critical role of the channel.  

•  Strong analytical skills, with the ability to use data to build a business case and drive strategic decisions.  

•  A track record of identifying and closing complex deals through channel partners. 

• Other applicable criteria. 

What We Offer:  

In our commitment to our “We Care” value, we believe in providing employees with valuable mental and physical well-being benefits including:   

• Structured learning and career development programs 

• Mental health program 

• Generous Paid Time Off policy  

• Paid medical leave 

• Child/Dependent care reimbursement  

• Education reimbursement 

• 401k match, hardship loan program, access to financial wellness advisor  

• Comprehensive healthcare coverage including medical, dental, and vision  

Compensation Range: $70,000.00 - $80,000.00 USD 

The salary range for this position is between $60,000.00 and $70,000.00 USD annually. This pay structure may also include a variable bonus component of $10,000.00 USD annually. There are several factors to consider including but not limited to, the role’s responsibilities, experience, location, education/training, internal equity, and key skills. Your recruiter will provide more detailed information during the interview process. 

MarketStar is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state, and local laws that prohibit employment discrimination. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual who identifies as someone with a disability and require reasonable accommodation(s) to complete any part of the job application process, please contact us at people.success@marketstar.com for assistance.