Channel Account Manager

MarketStar•Ogden, UT

1d•$70,000 - $80,000•Remote

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 is responsible for building awareness, enabling partners, developing pipeline, and driving revenue growth through influential reseller partners, including National Solution Providers and Value-Added Resellers. The position is remote in the United States, with preference for candidates in Mountain or Pacific time zones.

Requirements

Bachelor's degree or equivalent practical experience.
Demonstrated success in channel sales, partner management, or reseller account management in the B2B technology industry.
Experience managing and building relationships with large National Solution Providers or Value-Added Resellers.
Proven record of exceeding sales quotas and driving revenue growth in a partner-led sales environment.
Engaging presentation and training skills, with the ability to influence and build consensus at all organizational levels.
Strong motivation for sales success and a competitive drive to win.
Strong channel sales experience, particularly in browser, hardware, virtualization, education, or enterprise software sectors.
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 drive strategic decisions.
Track record of identifying and closing complex deals through channel partners.

Nice To Haves

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

Responsibilities

Own strategic engagement with a portfolio of assigned high-value National Solution Providers and Value-Added Resellers.
Develop and maintain multi-level relationships within partner accounts, including account executives, sales managers, senior leadership, OEMs, and internal stakeholders.
Meet quarterly and annual channel revenue targets by creating and managing joint sales pipelines and forecasts.
Manage the partner sales pipeline, align it with internal forecasting processes, and provide accurate, timely reports on partner performance and business trends.
Create and execute joint annual and quarterly business plans covering pipeline generation, sales growth, and market-share expansion.
Identify sales opportunities within partner accounts and convert 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.
Motivate partner sales teams to sell products and generate pipeline.
Advocate for partners within the organization and provide actionable market feedback.
Perform other applicable duties as assigned.