Channel Account Manager

MarketStar•Ogden, UT

4d•$60,000 - $80,000•Remote

About The Position

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.

Requirements

Bachelor's degree or equivalent practical experience.
5+ years of experience 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.
7+ years of 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.

Responsibilities

Own the 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.
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.
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.