Sr Mid-Market Carrier Channel Account Manager

If you are a current employee who is interested in applying to this position, please navigate to the internal Careers site to apply.

About MarketStar:

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In everything we do, we believe in creating growth for our clients, our employees, and our community. For the past 35+ years, we have been generating revenue for the most innovative tech companies across the globe through our outsourced B2B demand, sales, customer success, and revenue operations solutions.

We are passionate about cultivating career advancements for our people, and supporting them through mentorship, leadership, and career-development programs. We provide service and support to our communities through the MarketStar Foundation.

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Our exceptional team is the cornerstone of MarketStar's accomplishments. We are proud of our award-winning workplace culture and to be named a top employer in our industry. These achievements are a testament to our six core values, embraced by our 3,000+ employees worldwide.

From our headquarters in Utah, USA, to our global offices in India, Ireland, Bulgaria, Mexico, the Philippines, and Australia, we all work together to drive innovation and success.

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We are excited to have you apply to join our MarketStar team and can’t wait to discuss how we can help you find growth!

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About the Senior Mid-Market Carrier Channel Account Manager:

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In this senior role, you’ll focus on spearheading strategic initiatives to increase executive awareness and position our client’s advanced products with key national and regional carriers. You will cultivate high-level executive relationships with channel partners to establish dominant brand positioning and long-term ecosystem growth.

You are a seasoned subject matter expert, confident and engaging in presenting complex technical solutions to executive decision-makers, sales leaders, and technical authorities, ultimately accelerating enterprise product sales and partnership expansion.

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Location: Atlanta, Georgia

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What will you do?

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• Master and refine the client's high-level enterprise value proposition, translating it into strategic written and executive-level communications with Carrier Account Managers, leaders, and enterprise customers.

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• Engage C-suite stakeholders, architect demand for complex solutions, qualify and disqualify high-stakes opportunities, think critically under pressure, and apply advanced value propositions to enterprise business scenarios and a variety of executive buyers.

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• Align and orchestrate strategy with all layers of the carrier organization to drive multi-layered demand and high-value strategic business opportunities.

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• Establish an advanced, institutionalized cadence of prioritizing strategic contacts, executing coordinated omni-channel outreach via executive email, phone, and high-impact face-to-face meetings.

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• Capture and govern enterprise activity within Salesforce CRM, leading executive reporting on business strategy, channel development, cross-functional support, revenue forecasting, pipeline velocity, and key market/segment intelligence.

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• Serve as the primary senior escalation point of contact by carrier assignment to direct day-to-day ecosystem relationships and maximize buy-in through thought leadership on the client business proposition.

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• Develop and maintain trusted-advisor relationships of high influence with key carrier contacts (i.e., VP of Sales, Directors, Regional Account Managers, etc.).

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• Educate carriers at an executive level, respond to complex pre-sales architectural questions, and provide advanced training regularly.

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• Schedule and conduct high-visibility executive meetings with carriers, maintaining a rigorous strategic appointment calendar and account roadmap.

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• Provide top-tier enterprise sales support (i.e., answering complex technical questions, co-selling on major customer opportunities, resolving high-level concerns, and driving win strategies to overcome major business objections).

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• Generate and manage high-value opportunity/revenue pipelines, mentoring carrier sales teams in uncovering new opportunities and closing complex deals.

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• Follow up on major quotes and enterprise opportunities, providing custom pricing models and co-authored joint business planning.

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• Develop and organize comprehensive training content and educate carrier representatives on advanced products, channel programs, promotions, and client overall market vision.

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• Conduct branded carrier floor days, executive promotions, lunch and learns, executive roundtables, and other strategic events as required.

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• Collect, synthesize, and report relevant macro-market intelligence, submitting timely executive reporting on the state of the business.

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• Maintain seamless, proactive communication with management.

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• Assume full ownership of the assigned regional market, setting strategic milestones and driving results with limited direction.

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• Gather advanced sales forecasts, macro-projections, and provide thoughtful, data-backed strategic recommendations to leadership.

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What will you need to succeed?

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• Bachelor’s degree or equivalent senior-level work experience.

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• Strong, proven background in selling or educating others on a complex technical product or solution (5+ years of B2B channel/carrier sales experience required).

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• Deep experience scaling strategies within one or all of the following segments: Mid-Market, Enterprise, or SMB.

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• Exceptional, highly engaging presentation and training skills, with the ability to captivate executive audiences and capture primary market mindshare.

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• Elite sales skills with the ability to apply a variety of advanced sales methodologies and a demonstrated track record of consistently exceeding quota.

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• Extensive background in an IT or channel sales environment.

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• Deep knowledge of mid-market business networking technology.

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• Tech-savvy with a passion for innovative and emerging technology.

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• Excellent verbal and written communication skills.

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• Strong interpersonal skills with the ability to build trusted relationships of high influence.

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• Strong time management and organization skills with the ability to multi-task and effectively manage priorities to achieve milestone results.

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• Advanced proficiency with Google Workspace tools, software, and products.

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• 50% travel within assigned territory or market.

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What We Offer:

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In our commitment to our “We Care” value, we believe in providing employees with valuable mental and physical well-being benefits including:

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• Structured learning and career development programs

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• Mental health program

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• Generous Paid Time Off policy

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• Paid medical leave

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• Child/Dependent care reimbursement

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• Education reimbursement

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• 401k match, hardship loan program, access to financial wellness advisor

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• Comprehensive healthcare coverage including medical, dental, and vision

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MarketStar is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state, and local laws that prohibit employment discrimination. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process.

If you are an individual who identifies as someone with a disability and require reasonable accommodation(s) to complete any part of the job application process, please contact us at [email protected] for assistance.

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