Channel Account Manager
Marco Technologies · United States
- Hybrid
- Full-time
- $95,000 / year
- United States
Job highlights
- Grow indirect sales channel by managing partners.
- Drive revenue through strategic partner engagement.
- Develop and execute channel sales plans.
- Manage sales pipeline and forecasts using CRM.
- Collaborate with internal teams for partner success.
About the role
Channel Account Manager
Marco is seeking a results-driven Channel Account Manager to support and grow our indirect sales channel. This role is responsible for achieving divisional sales goals by managing and developing relationships with Technology Service Distributors and channel partners.
The Channel Account Manager will drive revenue growth through strategic partner engagement, pipeline management, and sales execution while delivering a best-in-class partner experience. This role plays a key part in expanding market reach, strengthening partner performance, and aligning channel efforts with Marco’s overall sales strategy.
Essential Functions
- Manage assigned channel partners through ongoing coaching, development, and enablement
- Identify, recruit, and onboard new partners to expand Marco’s indirect sales channel
- Strengthen distributor relationships and align with partner-driven sales initiatives
- Develop and execute strategic channel plans to drive revenue, growth, and market penetration
- Maintain and manage an accurate sales pipeline, forecasts, and partner opportunities using CRM tools (Salesforce)
- Conduct regular partner business reviews to assess performance and identify growth opportunities
- Deliver product, solution, and sales training to enable partner success
- Promote cross-selling opportunities across Marco’s product and service portfolio
- Serve as an escalation point for partner issues and ensure timely resolution
- Participate in partner events, industry engagements, and networking opportunities
- Collaborate cross-functionally with sales, marketing, and solution teams to support partner success
Other Duties
- Maintain strong knowledge of Marco’s products, services, sales processes, and competitive landscape
- Support company initiatives, policies, and KPIs
- Attend required company and departmental meetings
- Perform other related duties as assigned
Qualifications
- Bachelor’s degree in Business, Marketing, Sales, or related field preferred
- 3-7+ years of experience in channel sales, partner management, or account management
- Experience working with indirect sales channels, distributors, or reseller networks
- Proven ability to meet or exceed revenue and sales targets
- Experience using CRM platforms (Salesforce or similar)
Required Skills
- Strong relationship-building and partner engagement skills
- Strategic thinking with the ability to execute sales growth initiatives
- Excellent communication, presentation, and negotiation abilities
- Ability to analyze pipeline data, forecasts, and performance metrics
- Strong organizational and time management skills
- Self-motivated, results-oriented, and accountable
- Ability to collaborate effectively across internal teams and external partners
Key skills/competency
- Channel Sales
- Partner Management
- Account Management
- Sales Pipeline Management
- CRM (Salesforce)
- Revenue Growth
- Strategic Planning
- Relationship Building
- Sales Training
- Negotiation
Skills & topics
- Channel Account Manager
- Channel Sales
- Partner Management
- Account Management
- Salesforce
- CRM
- Business Development
- Indirect Sales
- Technology Sales
- Revenue Growth
How to get hired
- Tailor your resume: Highlight channel sales, partner management, and CRM experience.
- Showcase achievements: Quantify success in meeting revenue and sales targets.
- Research Marco Technologies: Understand their products, services, and sales strategy.
- Prepare for interviews: Be ready to discuss relationship building and strategic planning.
- Demonstrate collaboration: Provide examples of working with internal and external teams.
Technical preparation
Master Salesforce CRM functionalities.,Understand indirect sales channel models.,Practice pipeline forecasting techniques.,Study Marco's product portfolio.
Behavioral questions
Describe building partner relationships.,How do you drive revenue growth?,Share an example of strategic planning.,How do you handle partner escalations?
Frequently asked questions
- What is the primary goal of the Channel Account Manager role at Marco Technologies?
- The primary goal of the Channel Account Manager at Marco Technologies is to support and grow the company's indirect sales channel by managing and developing relationships with Technology Service Distributors and channel partners to drive revenue growth.
- What experience is required for the Channel Account Manager position?
- The ideal candidate for the Channel Account Manager position at Marco Technologies will have 3-7+ years of experience in channel sales, partner management, or account management, with a proven ability to meet revenue targets and experience with indirect sales channels.
- What are the key responsibilities of a Channel Account Manager at Marco Technologies?
- Key responsibilities include managing and developing channel partners, identifying and onboarding new partners, developing strategic channel plans, managing sales pipelines and forecasts, conducting performance reviews, and collaborating with internal teams.
- What CRM experience is preferred for this role?
- Experience using CRM platforms, specifically Salesforce or similar, is preferred for the Channel Account Manager role at Marco Technologies to manage sales pipelines, forecasts, and partner opportunities.
- What kind of relationships will the Channel Account Manager build at Marco Technologies?
- The Channel Account Manager will build and strengthen relationships with Technology Service Distributors, channel partners, and collaborate cross-functionally with Marco's sales, marketing, and solution teams.
- How does Marco Technologies support its channel partners?
- Marco Technologies supports its channel partners through ongoing coaching, development, enablement, product/solution/sales training, and by serving as an escalation point for issues to ensure their success and drive revenue growth.
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