Channel Account Manager (Reseller)

MarketStar

7d•$80,000 - $90,000

About The Position

As a Channel Account Manager, you will be at the forefront of our enterprise strategy, responsible for building and nurturing our relationships with the largest and most influential National Solution Providers in the technology industry. You will own the strategic engagement with key reseller partners. Your primary objective is to transform our partners into powerful advocates and an extension of our sales force. You will be responsible for partner enablement, joint business planning, demand generation, and ultimately, driving significant revenue growth through the channel. This is a high-impact role that requires a blend of strategic thinking, sales acumen, and relationship management.

Requirements

Bachelor's degree or equivalent practical experience.
Strong experience in channel sales, partner management, or reseller account management within CDW.
Experience managing relationships with large National Solution Providers or Value-Added Resellers (VARs) across a book of business.
Ability to travel 35% of the time
Direct experience and established relationships with key stakeholders in indirect selling channels such as CDW, Best Buy Business, value added resellers, and mobility resellers.
Demonstrated track record of exceeding sales quotas in a partner-led sales environment.
Deep understanding of the enterprise IT sales cycle, procurement processes, and the critical role of the channel.
Excellent communication, presentation, and interpersonal skills, with the ability to influence and build consensus at all organizational levels.
Proven ability to operate effectively in a fast-paced, ambiguous, and collaborative environment.
Strong analytical skills, with the ability to use data to build a business case and drive strategic decisions.

Nice To Haves

Preferred experience within the mobile hardware, telecommunications, or enterprise software (e.g., UEM/MDM) sectors.

Responsibilities

Partner Strategy & Relationship Management: Develop and maintain strong, multi-level relationships within assigned reseller book of business including (CDW, Best Buy Business, value added resellers, and mobility focused resellers) from account executives to senior leadership.
Joint Business Planning: Create and execute comprehensive, joint annual and quarterly business plans with partners that outline strategies for pipeline generation, sales growth, and market share expansion. Define and track key performance indicators (KPIs) to ensure success.
Sales Enablement & Training: Act as the subject matter expert. Design and deliver compelling training and enablement programs to educate partner sales teams on the value proposition, key differentiators, and ideal customer profiles.
Go-to-Market (GTM) Execution: Collaborate with direct sales, marketing, and operations teams to develop and launch channel-specific programs, promotions, and marketing campaigns that drive demand.
Pipeline and Forecast Management: Actively manage the sales pipeline with partners, ensuring alignment with forecasting processes. Provide accurate and timely reports on partner performance, business trends, and market feedback.
Internal Advocacy: Serve as the primary advocate for your partners , representing their needs and providing feedback to product, marketing, and sales leadership to help shape our overall channel strategy.
Quota Attainment: Meet and exceed quarterly and annual revenue targets for your assigned partner accounts.