Job Description

Objective

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