Channel Account Manager

Channel Account Manager (CAM)

Location:

US – Remote

• 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 over‑achievement.
• 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.
• Joint Business Planning & Execution:
  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.
• Partner Enablement & Advocacy:
  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, including 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.

• 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.

Salary range: $60,000 to $70,000 per year, with a potential variable bonus of up to $10,000. Additional compensation may vary by role and experience.

• Structured learning and career development programs
• Mental health program
• Generous Paid Time Off policy
• Paid medical leave
• Child/Dependent care reimbursement
• Education reimbursement
• 401(k) match, hardship loan program, access to financial wellness advisor
• Comprehensive healthcare coverage including medical, dental and vision

Market Star is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state, and local laws that prohibit employment discrimination.

Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual who identifies as someone with a disability and require reasonable accommodation(s) to complete any part of the job application process, please contact us at  for assistance.