[Hiring] Channel Account Manager @MarketStar

Role Description

Channel Account Managers (CAMs) manage a number of Owl Labs’ most strategic channel partners and DMRs. CAMs work directly with partner leadership and sellers to ignite engagement, improve productivity, and grow partner-led revenue by applying structured enablement, business planning, and execution discipline, while operating as trusted advisors that can turn strategy into measurable outcomes. This role blends relationship management with operational precision to win consistently across complex partners and DMR motions. The right candidate is highly autonomous, grounded, and collaborative, bringing thoughtful solutions, strong communication, and a willingness to move the business forward.

Owl Labs is a collaborative technology company dedicated to creating inclusive meeting and learning experiences for hybrid teams and classrooms. Best known for its Meeting Owl—a 360° all-in-one camera, mic, and speaker—it uses smart vision and voice recognition to automatically focus on speakers, helping everyone feel as if they’re in the same room.

Location: Phoenix, AZ

What Will You Do?

• Manage a focused set of Owl Labs’ most strategic channel partners, building trusted relationships with partner leaders and sellers to increase engagement, productivity, and partner-led revenue.
• Identify barriers to partner productivity and engagement, ask thoughtful questions, and develop practical remediation plans tied to real business impact.
• Deliver in-person sales and technical enablement that improves partner readiness, builds confidence, and drives adoption of Owl Labs products, programs, and value propositions.
• Help partner sellers understand where Owl Labs wins, how to position solutions effectively, and how to execute with credibility, consistency, and integrity.
• Align partner capabilities with Owl Labs initiatives and expectations while reinforcing clear communication, mutual accountability, and strong sales motions.
• Develop, execute, and drive joint quarterly business plans and quarterly business reviews that translate strategy into actionable priorities, measurable outcomes, and clear follow-through.
• Capture executive buy-in across partner organizations and act as the connective tissue between Owl Labs strategy and partner execution through hands-on, business-minded leadership.
• Organize and accelerate partner-led pipeline creation, support priority opportunities, and provide clear visibility into pipeline health, forecast accuracy, velocity, and risk.
• Proactively surface stalled opportunities, execution gaps, and business risks, then work cross-functionally to remove friction, align resources, and keep momentum high.

What Will You Need to Succeed?

• Proven experience in channel sales, partner account management, or indirect sales, with a strong track record of driving revenue growth through reseller, VAR, or integrator partners.
• Ability to manage senior partner stakeholders and influence executive decision-makers through credible, grounded, and business-minded engagement.
• Demonstrated success building and executing joint business plans with measurable outcomes, along with strong pipeline management, forecasting, and sales execution discipline.
• Strong business acumen and the ability to translate data and insights into action using sound judgment, honest communication, and accountability.
• Comfort using CRM systems and modern tools, including AI, to manage pipeline, improve planning efficiency, and generate stronger insight quality.
• A proactive, self-starting, and adaptable approach, with resilience, curiosity, autonomy, and a willingness to roll up your sleeves and operate effectively in a high-performing remote, field-based environment.
• A collaborative, no-ego communication style and trusted-advisor mindset, with the ability to create measurable impact; experience in UC, collaboration hardware, AV, or SaaS is preferred.
• Travel as needed to support partner relationships and in-person enablement, with expected travel of 20-30%.

What We Offer:

• 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: $55,000.00 - $70,000 USD