Account Manager - Field

MarketStar; Texas; On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

401k match

Paid time off

Education reimbursement

Comprehensive healthcare coverage

Job summary

MarketStar is seeking an entrepreneurial Channel Account Manager to act as the strategic face of our partner program, responsible for driving awareness, enablement, pipeline, and revenue growth through key reseller partners.

This role focuses on our Platforms & Devices portfolio, serving as the link between internal teams and the partner ecosystem, and developing JBPs to drive market expansion.

Qualifications

• Bachelor’s degree or equivalent practical experience.
• Demonstrated success in Channel Sales or Partner Management within B2B technology.
• Experience managing large National Solution Providers or VARs.
• Proven track record of exceeding sales quotas in a partner-led environment.
• Strong analytical skills to use data for business decisions.

Responsibilities

• Meet and exceed quarterly and annual channel revenue targets by managing joint pipeline and forecast.
• Develop and launch channel-specific go-to-market programs and campaigns with internal teams.
• Provide frontline sales support, pricing guidance, and customer calls with partner managers.
• Design and deliver training and enablement programs for partner sales teams.
• Build and maintain multi-level relationships within assigned partner accounts, from frontline staff to senior leadership.

Skills

Channel Sales

Partner Management

B2B technology sales

Forecasting

Strategic planning

Presentation skills

Education

Bachelor’s degree or equivalent practical experience

Job description

In everything we do, we believe in creating growth, for our clients, our employees, and our community.

For the past 35+ years, we have been generating revenue for the most innovative tech companies across the globe through our outsourced B2B demand, sales, customer success, and revenue operations solutions.

We are passionate about cultivating career advancements for our people, and support them through mentorship, leadership, and career-development programs.

We provide service and support to our communities through the MarketStar Foundation.

These achievements are a testament to our six core values, embraced by our 3,000+ employees worldwide.

From our headquarters in Utah, USA, to our global offices in India, Ireland, Bulgaria, Mexico, the Philippines, and Australia, we all work together to drive innovation and success.

About the Channel Account Manager

MarketStar is a leading global technology provider dedicated to delivering innovative [SaaS, hardware, browser, and VAD solution] to enterprises and public sector organizations worldwide.

We are seeking an entrepreneurial and results-driven Channel Account Manager (CAM) to be the strategic face of our partner program, responsible for driving awareness, enablement, pipeline and significant revenue growth through our most influential reseller partners.

This role will represent our leading-edge Platforms & Devices portfolio, acting as a crucial link between our internal teams and the partner ecosystem.

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. 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. 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. Design and deliver compelling training and enablement programs to educate partner sales teams and capture mindshare. This includes 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.
• Bachelor's degree or equivalent practical experience.
• Demonstrated success 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.
• Strong channel sales experience, specifically within the browser, hardware, virtualization, education, or enterprise software sectors.
• 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.
• Structured learning and career development programs
• Generous Paid Time Off policy
• Paid medical leave
• Child/Dependent care reimbursement
• Education reimbursement
• 401k match, hardship loan program, access to financial wellness advisor
• Comprehensive healthcare coverage including medical, dental, and vision

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

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 people.

This pay structure may also include a variable bonus component of $10,000.00 USD annually. There are several factors to consider including but not limited to, the role’s responsibilities, experience, location, education/training, internal equity, and key skills.