Channel Account Manager

MarketStar•MarketStar Texas, TX

2d•$60,000 - $80,000•Hybrid

About The Position

MarketStar is seeking an entrepreneurial, results-driven Channel Account Manager to represent its Platforms & Devices portfolio and serve as the strategic face of its partner program. The role focuses on building awareness, enabling reseller partners, developing pipeline, and growing revenue through high-value National Solution Providers and Value-Added Resellers (VARs). The Channel Account Manager connects internal teams with the partner ecosystem and is based in a hybrid work arrangement in Austin, Texas.

Requirements

Bachelor's degree or equivalent practical experience.
Demonstrated success in Channel Sales, Partner Management, or Reseller Account Management in the B2B technology industry, such as browser management, SaaS, hardware, or enterprise software.
Experience managing and building relationships with large National Solution Providers or Value-Added Resellers.
Proven record of exceeding sales quotas in a partner-led sales environment and driving significant revenue growth.
Strong channel sales experience in browser, hardware, virtualization, education, or enterprise software sectors.
Engaging presentation and training skills, with the ability to influence and build consensus at all organizational levels.
Strong competitive drive and motivation to succeed in sales.
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 role of the channel.
Strong analytical skills and ability to use data to build business cases and inform strategic decisions.
Track record of identifying and closing complex deals through channel partners.
Other applicable criteria.

Responsibilities

Own strategic engagement with a portfolio of assigned high-value National Solution Providers and Value-Added Resellers.
Build and maintain multi-level relationships within partner accounts, including account executives, sales managers, senior leaders, OEMs, and internal stakeholders.
Meet and exceed quarterly and annual revenue targets by creating and managing joint sales pipelines and forecasts.
Manage partner sales pipelines, align them with internal forecasting processes, and provide accurate, timely reports on partner performance and business trends.
Create and execute joint annual and quarterly business plans focused on pipeline generation, sales growth, and market share expansion.
Identify sales opportunities within partner accounts and translate strategic plans into revenue growth.
Develop and launch channel-specific go-to-market programs, promotions, and marketing campaigns with internal sales, marketing, and operations teams.
Provide frontline sales support by answering product and solution questions, providing pricing, and supporting customer sales calls with partner account managers.
Serve as a subject matter expert on the product portfolio and communicate the client's value proposition and differentiators.
Design and deliver partner sales training and enablement, including branded floor days, promotions, and lunch-and-learn events.
Encourage partner sales teams to sell the products and focus on generating pipeline.
Advocate for partners within the organization and provide actionable market feedback.
Perform other applicable duties as assigned.