Channel Account Manager - Owl Labs

MarketStar•MarketStar Arizona, AZ

1d•$55,000 - $70,000•Remote

About The Position

MarketStar is seeking a Channel Account Manager (CAM) to manage strategic channel partners and DMRs for Owl Labs. The CAM will work directly with partner leadership and sellers to drive engagement, improve productivity, and grow partner-led revenue. This role requires a blend of relationship management and operational precision, with a focus on applying structured enablement, business planning, and execution discipline. The ideal candidate is autonomous, grounded, collaborative, and possesses strong communication skills with a drive to move the business forward. Owl Labs is a collaborative technology company focused on creating inclusive meeting and learning experiences for hybrid teams and classrooms, known for its Meeting Owl product.

Requirements

Proven experience in channel sales, partner account management, or indirect sales, with a strong track record of driving revenue growth through reseller, VAR, or integrator partners.
Ability to manage senior partner stakeholders and influence executive decision-makers through credible, grounded, and business-minded engagement.
Demonstrated success building and executing joint business plans with measurable outcomes, along with strong pipeline management, forecasting, and sales execution discipline.
Strong business acumen and the ability to translate data and insights into action using sound judgment, honest communication, and accountability.
Comfort using CRM systems and modern tools, including AI, to manage pipeline, improve planning efficiency, and generate stronger insight quality.
A proactive, self-starting, and adaptable approach, with resilience, curiosity, autonomy, and a willingness to roll up your sleeves and operate effectively in a high-performing remote, field-based environment.
A collaborative, no-ego communication style and trusted-advisor mindset, with the ability to create measurable impact.

Nice To Haves

Experience in UC, collaboration hardware, AV, or SaaS is preferred.

Responsibilities

Manage a focused set of Owl Labs’ most strategic channel partners, building trusted relationships with partner leaders and sellers to increase engagement, productivity, and partner-led revenue.
Identify barriers to partner productivity and engagement, ask thoughtful questions, and develop practical remediation plans tied to real business impact.
Deliver in-person sales and technical enablement that improves partner readiness, builds confidence, and drives adoption of Owl Labs products, programs, and value propositions.
Help partner sellers understand where Owl Labs wins, how to position solutions effectively, and how to execute with credibility, consistency, and integrity.
Align partner capabilities with Owl Labs initiatives and expectations while reinforcing clear communication, mutual accountability, and strong sales motions.
Develop, execute, and drive joint quarterly business plans and quarterly business reviews that translate strategy into actionable priorities, measurable outcomes, and clear follow-through.
Capture executive buy-in across partner organizations and act as the connective tissue between Owl Labs strategy and partner execution through hands-on, business-minded leadership.
Organize and accelerate partner-led pipeline creation, support priority opportunities, and provide clear visibility into pipeline health, forecast accuracy, velocity, and risk.
Proactively surface stalled opportunities, execution gaps, and business risks, then work cross-functionally to remove friction, align resources, and keep momentum high.