Mid-Market Carrier Channel Account Specialist

About the job

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:
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 support them through mentorship, leadership, and career-development programs. We provide service and support to our communities through the MarketStar Foundation.

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.

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!

About the Mid-Market Carrier Channel Account Specialist:
In this role, you’ll focus on increasing awareness and positioning our client’s products with key national and regional carriers. You will build strong relationships with channel partners to maintain front-of-mind brand awareness. You are confident and engaging in presenting technical solutions to decision makers, sales professionals, and technical experts, ultimately helping to increase product sales.

Location: Hybrid: New York + Surrounding Territory

What will you do?

• Must develop a solid understanding of the client's value proposition and be able to translate the value proposition into both written and oral communications with Carrier Account Managers, leaders and customers.
• Candidates must possess the ability and confidence to engage stakeholders, evoke interest in products and solutions, qualify and disqualify opportunities, think quickly on their feet, and apply value propositions to specific business scenarios and a variety of buyers.
• Align with all layers of the carrier to drive demand and new business opportunities
• Establish an ongoing cadence of prioritizing contacts, and contacting them through a coordinated outreach of email, phone and face-to-face meetings.
• Capture and enter corresponding activity into Salesforce CRM, and report on business meetings, development, support, forecasting and pipeline velocity as well as key market/segment intelligence.
• Serve as a daily point of contact by carrier assignment to drive the day-to-day relationships and increase “Google Buy-in” by consistently articulating the Google Pixel for Business Proposition
• Develop and maintain effective relationships of influence with key carrier contacts. (i.e Sales Managers, Directors, Account Managers, etc.)
• Educate carriers; respond to pre-sales product questions & provide training regularly
• Schedule and conduct meetings with carriers, maintaining a strong appointment calendar
• Provide frontline sales support. (i.e answer questions, support customer sales calls, resolve concerns and overcome business objections)
• Generate and maintain opportunity/revenue pipeline and assist carrier sales teams in uncovering new opportunities and closing deals
• Follow up on quotes and opportunities, providing pricing and joint business planning
• Develop and organize training content and educate carrier representatives on products, programs, promotions, and Google Pixel’s overall value proposition
• Conduct branded carrier floor days, promotions, lunch and learns, and other events as required
• Collect and report relevant intelligence and submit timely reporting on the state of the business
• Maintain effective communication with management
• Assume ownership of assigned market and drive results with limited direction
• Gather sales forecasts, projections & provide thoughtful recommendations

What will you need to succeed?

• Degree or equivalent work experience
• Solid experience selling or educating others on a technical product or solution
• Experience with in one or all of the following segments; Mid-Market, Enterprise or SMB
• Engaging presentation and training skills, with the ability to engage audiences and capture mindshare
• Excellent sales skills with the ability to apply a variety of sales techniques and demonstrated ability to achieve quota
• Experience in an IT or channel sales environment
• Knowledge of mid-market business networking technology
• Tech savvy with a passion for innovative and emerging technology
• Excellent verbal and written communication skills
• Strong interpersonal skills with the ability to build relationships of influence
• Strong time management and organization skills with the ability to multi-task and effectively manage priorities to achieve results
• Proficiency with Google Workspace tools, software and products
• 50% travel within assigned territory or market

• What We Offer:
• In our commitment to our “We Care” value, we believe in providing employees with valuable mental and physical well-being benefits including:
• Structured learning and career development programs
• Mental health program
• Generous Paid Time Off policy
• Paid medical leave
• Child/Dependent care reimbursement
• Education reimbursement
• 401k match, hardship loan program, access to financial wellness advisor
• Comprehensive healthcare coverage including medical, dental, and vision

Compensation Range: $80,000.00 - $107,600.00 USD

The salary range for this position is between $80,000.00 and $90,000.00 USD annually. This pay structure may also include a variable bonus component of $17,600.00 USD annually USD annually. There are several factors to consider including but not limited to, the role’s responsibilities, experience, location, education/training, internal equity, and key skills. Your recruiter will provide more detailed information during the interview process.

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 people.success@marketstar.com for assistance.