Mid-Market Carrier Channel Account Specialist

MarketStar•Ogden, UT

9d•$80,000 - $90,000•Remote

About The Position

In this role, you’ll focus on increasing awareness and positioning our client’s products with key national and regional carriers. You will build strong relationships with channel partners to maintain front-of-mind brand awareness. You are confident and engaging in presenting technical solutions to decision makers, sales professionals, and technical experts, ultimately helping to increase product sales.

Requirements

Bachelor’s degree or equivalent work experience.
Solid experience selling or educating others on a technical product or solution.
Experience in one or all of the following segments: Enterprise or SMB.
Engaging presentation and training skills, with the ability to engage audiences and capture mindshare.
Excellent sales skills with the ability to apply a variety of sales techniques and demonstrated ability to achieve quota.
Experience in an IT or channel sales environment.
Knowledge of small business networking technology.
Tech savvy with a passion for innovative and emerging technology.
Excellent verbal and written communication skills.
Strong interpersonal skills with the ability to build relationships of influence.
Strong time management and organization skills with the ability to multi-task and effectively manage priorities to achieve results.
Proficiency with Google Workspace tools, software, and products.
50% travel within assigned territory or market.

Responsibilities

Must develop a solid understanding of the client's value proposition and be able to translate the value proposition into both written and oral communications with customers.
Candidates must possess the ability and confidence to engage customers, evoke interest in products and solutions, qualify and disqualify potential customers, think quickly on their feet, and apply value propositions to specific business scenarios and a variety of buyers.
Align with Inside and Outside Sales Teams to drive demand and new business opportunities.
Establish an ongoing cadence of prioritizing contacts and contacting them through coordinated outreach via email, phone, and face-to-face meetings.
Capture and enter corresponding activity into Salesforce CRM, and report on business meetings, development, support, forecasting, and pipeline velocity as well as key market/segment intelligence.
Serve as a daily point of contact by carrier assignment to drive day-to-day relationships and increase partner buy-in by consistently articulating the business value proposition.
Develop and maintain effective relationships of influence with key carrier contacts (i.e., Sales Managers, Directors, etc.).
Educate carriers; respond to pre-sales product questions and provide training regularly.
Schedule and conduct meetings with carriers, maintaining a strong appointment calendar.
Provide frontline sales support (i.e., answer questions, support customer sales calls, resolve concerns, and overcome business objections).
Generate and maintain opportunity/revenue pipeline and assist carrier sales teams in uncovering new opportunities and closing deals.
Follow up on quotes and opportunities, providing pricing and joint business planning.
Develop and organize training content and educate carrier representatives on products, programs, promotions, and the overall value proposition.
Conduct branded carrier floor days, promotions, lunch and learns, and other events as required.
Collect and report relevant intelligence and submit timely reporting on the state of the business.
Maintain effective communication with management.
Assume ownership of assigned market and drive results with limited direction.
Gather sales forecasts and projections and provide thoughtful recommendations.