Position Summary / 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