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MarketStar · 1 day ago

Channel Account Manager (Reseller)

Urbana-Champaign Area

Full-time

Onsite

Mid Level

$80K/yr - $90K/yr

MarketStar is a company focused on creating growth for clients, employees, and communities through outsourced B2B demand and sales solutions. The Channel Account Manager will build and nurture relationships with key reseller partners, drive partner enablement, and execute joint business planning to achieve significant revenue growth.

B2BMarketingOutsourcing

Responsibilities

Develop and maintain strong, multi-level relationships within assigned reseller book of business including (CDW, Best Buy Business, value added resellers, and mobility focused resellers) from account executives to senior leadership

Create and execute comprehensive, joint annual and quarterly business plans with partners that outline strategies for pipeline generation, sales growth, and market share expansion. Define and track key performance indicators (KPIs) to ensure success

Act as the subject matter expert. Design and deliver compelling training and enablement programs to educate partner sales teams on the value proposition, key differentiators, and ideal customer profiles

Collaborate with direct sales, marketing, and operations teams to develop and launch channel-specific programs, promotions, and marketing campaigns that drive demand

Actively manage the sales pipeline with partners, ensuring alignment with forecasting processes. Provide accurate and timely reports on partner performance, business trends, and market feedback

Serve as the primary advocate for your partners, representing their needs and providing feedback to product, marketing, and sales leadership to help shape our overall channel strategy

Meet and exceed quarterly and annual revenue targets for your assigned partner accounts

Qualification

Channel sales experiencePartner managementReseller account managementSales enablementBusiness planningPipeline managementAnalytical skillsCommunicationInterpersonal skills

Required

Bachelor's degree or equivalent practical experience

Strong experience in channel sales, partner management, or reseller account management within CDW

Experience managing relationships with large National Solution Providers or Value-Added Resellers (VARs) across a book of business

Ability to travel 35% of the time

Direct experience and established relationships with key stakeholders in indirect selling channels such as CDW, Best Buy Business, value added resellers, and mobility resellers

Demonstrated track record of exceeding sales quotas in a partner-led sales environment

Deep understanding of the enterprise IT sales cycle, procurement processes, and the critical role of the channel

Excellent communication, presentation, and interpersonal skills, with the ability to influence and build consensus at all organizational levels

Proven ability to operate effectively in a fast-paced, ambiguous, and collaborative environment

Strong analytical skills, with the ability to use data to build a business case and drive strategic decisions