Sr Mid-Market Carrier Channel Account Manager

MarketStar•MarketStar Georgia, GA

About The Position

The Senior Mid-Market Carrier Channel Account Manager leads strategic initiatives to increase executive awareness and position a client’s advanced products with key national and regional carriers. The role builds high-level executive relationships with channel partners to strengthen brand positioning and support long-term ecosystem growth. As a subject matter expert, the Account Manager presents complex technical solutions to executive decision-makers, sales leaders, and technical authorities to accelerate enterprise product sales and expand partnerships. The position owns an assigned regional market and its strategic milestones, managing carrier relationships, opportunity pipelines, forecasts, training, executive communications, and market intelligence. It provides advanced sales and technical support, including co-selling on major opportunities, responding to architectural questions, developing pricing models and joint business plans, and helping carrier teams close complex deals. The role is based in Atlanta, Georgia, and requires 50% travel within the assigned territory or market.

Requirements

Bachelor’s degree or equivalent senior-level work experience.
At least 5 years of B2B channel or carrier sales experience.
Strong, proven background selling or educating others on complex technical products or solutions.
Deep experience scaling strategies in one or more of the Mid-Market, Enterprise, or SMB segments.
Exceptional presentation and training skills, including the ability to engage executive audiences and build market mindshare.
Advanced sales skills, familiarity with multiple sales methodologies, and a demonstrated record of consistently exceeding quota.
Extensive experience in an IT or channel sales environment.
Deep knowledge of mid-market business networking technology.
Technology savvy and enthusiastic about innovative and emerging technology.
Excellent verbal and written communication skills.
Strong interpersonal skills and ability to build trusted, influential relationships.
Strong time-management and organizational skills, with the ability to multitask and manage priorities to achieve milestones.
Advanced proficiency with Google Workspace tools, software, and products.
Ability to travel 50% within the assigned territory or market.

Responsibilities

Refine the client's enterprise value proposition and communicate it strategically in writing and to executives, Carrier Account Managers, leaders, and enterprise customers.
Engage C-suite stakeholders, develop demand for complex solutions, qualify or disqualify high-stakes opportunities, and apply value propositions to enterprise business scenarios and executive buyers.
Coordinate strategy across all layers of carrier organizations to generate demand and high-value business opportunities.
Prioritize strategic contacts and conduct coordinated outreach through executive email, phone, and in-person meetings.
Record and govern enterprise activity in Salesforce CRM and report on business strategy, channel development, cross-functional support, revenue forecasts, pipeline velocity, and market and segment intelligence.
Serve as the senior escalation point for assigned carriers, managing day-to-day ecosystem relationships and building buy-in through thought leadership.
Develop trusted-advisor relationships with influential carrier contacts, including sales vice presidents, directors, and regional account managers.
Educate carrier executives, respond to complex pre-sales architectural questions, and provide advanced training.
Schedule and conduct executive meetings and maintain a strategic appointment calendar and account roadmap.
Provide enterprise sales support by answering complex technical questions, co-selling major customer opportunities, resolving high-level concerns, and developing win strategies to overcome business objections.
Build and manage high-value opportunity and revenue pipelines, mentoring carrier sales teams in opportunity discovery and complex deal closure.
Follow up on major quotes and enterprise opportunities, provide custom pricing models, and co-author joint business plans.
Develop training content and educate carrier representatives on advanced products, channel programs, promotions, and the client's market vision.
Conduct carrier floor days, executive promotions, lunch-and-learns, executive roundtables, and other strategic events as required.
Collect, synthesize, and report macro-market intelligence, including timely executive reporting on business performance.
Communicate proactively with management.
Own the assigned regional market, set strategic milestones, and drive results with limited direction.
Develop advanced sales forecasts and macro-projections and provide data-backed recommendations to leadership.