Senior Channel Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Create and implement a channel sales strategy that aligns with regional revenue, pipeline, and market expansion objectives.

• Attract, onboard, cultivate, and strengthen strategic partnerships with distributors, direct market resellers, value-added resellers, managed service providers, systems integrators, and technology partners.

• Discover and pursue new business opportunities led by partners that enhance Nitro’s presence in target markets and customer segments.

• Develop executive-level relationships within partner organizations, establishing joint business plans, priorities, and success metrics.

• Collaborate closely with partner sales teams to identify target accounts, uncover customer opportunities, and drive joint sales initiatives.

• Educate and empower partners to effectively position, demonstrate, and sell Nitro’s solutions.

• Deliver high-level product demonstrations and assist partners in aligning Nitro’s offerings with customer business requirements.

• Maintain oversight of partner-generated pipeline, sales activities, next steps, and revenue performance.

• Monitor market trends, competitive actions, and partner feedback to uncover opportunities and adapt regional strategies.

• Work alongside Sales, Marketing, Customer Success, Operations, and other internal teams to ensure a seamless partner experience.

• Represent Nitro at partner meetings, industry events, and regional conferences to enhance market visibility and forge strategic relationships.

• Travel regularly throughout North America for partner meetings, planning sessions, training activities, and events.

⛳️ Requirements

• Over 7 years of experience in channel sales, partner management, business development, or a related field within SaaS or enterprise software.

• Proven track record of building partner relationships and converting these into pipeline and revenue.

• Knowledge of North American channel models, including distributors, direct market resellers, value-added resellers, managed service providers, and systems integrators.

• Comfortable in establishing relationships with partner executives, sales leaders, and frontline sales personnel.

• A proactive and growth-focused mindset; adept at nurturing existing partnerships and establishing new ones.

• Capable of delivering persuasive presentations, product demonstrations, and value propositions to both partner and customer audiences.

• Excellent negotiation, communication, planning, and analytical skills.

• Organized and disciplined in managing follow-up, partner activities, pipeline, and internal reporting.

• Effectively collaborates across functions and aligns internal stakeholders around common partner and revenue goals.

• Willing and able to travel frequently for in-person partner engagement.

• A Bachelor’s degree or equivalent practical experience in Sales, Business Development, Marketing, or a related field is preferred.

🏝️ Benefits

• Health insurance

• Dental and vision coverage

• Wellness perks

• Pension/401k matching

• Flex Time Off