Strategic Channel Manager – B2B Tech Growth

wasatchproperty; Illinois; On-site; USD 90,000 - 130,000; Full time

Job summary

MarketStar in Chicago, IL is seeking a results-driven Channel Account Manager to own strategic relationships with national solution providers and VARs, driving pipeline and revenue growth while representing our partner program.

You will develop joint business plans, launch GTM programs, provide sales support, and empower partner teams, collaborating with internal teams to align forecasts and promotions. A Bachelor’s degree or equivalent and a proven channel-sales track record are required.

Qualifications

• Bachelor's degree or equivalent practical experience.
• Experience in Channel Sales, Partner Management, or Reseller Account Management within the B2B technology industry.
• Experience managing and building relationships with large National Solution Providers or VARs; proven track record of exceeding sales quotas.
• Engaging presentation and training skills, with the ability to influence and build consensus at all levels.

Responsibilities

• Own strategic engagement with a portfolio of National Solution Providers and VARs (e.g., CDW, Insight, SHI).
• 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.
• Develop and launch channel-specific Go-to-Market (GTM) programs, promotions, and marketing campaigns in collaboration with internal sales, marketing, and operations teams.
• 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.
• 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.

Skills

Channel sales

Partner management

Education

Bachelor's degree or equivalent

Job description

MarketStar in Chicago, IL is seeking a results-driven Channel Account Manager to own strategic relationships with national solution providers and VARs, driving pipeline and revenue growth while representing our partner program.

You will develop joint business plans, launch GTM programs, provide sales support, and empower partner teams, collaborating with internal teams to align forecasts and promotions. A Bachelor’s degree or equivalent and a proven channel-sales track record are required.