Senior Channel Account Manager

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

📋 Description

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

• Recruit, onboard, cultivate, and enhance strategic partnerships with distributors, direct market resellers, value-added resellers, managed service providers, systems integrators, and technology collaborators.

• Identify and pursue business opportunities led by partners within target markets and customer segments.

• Forge executive-level relationships with partners and create joint business plans, priorities, and metrics for success.

• Collaborate with partner sales teams to pinpoint target accounts, customer opportunities, and collective sales initiatives.

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

• Provide product demonstrations and assist partners in aligning Nitro’s solutions with the business needs of customers.

• Monitor partner-generated pipeline, sales activities, subsequent steps, and revenue performance.

• Analyze market trends, competitive dynamics, and partner feedback to refine regional strategies.

• Work in conjunction with Sales, Marketing, Customer Success, Operations, and other internal teams.

• Represent Nitro at partner meetings, industry gatherings, and regional conferences.

• Travel frequently across North America for partner meetings, planning sessions, enablement activities, and events.

⛳️ Requirements

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

• Proven track record in developing partner relationships and translating them into pipeline and revenue generation.

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

• Capability to establish relationships with partner executives, sales leaders, and frontline sellers.

• A proactive, growth-focused mindset.

• Proficiency in delivering persuasive presentations, product demonstrations, and compelling value propositions to partners and customers.

• Strong negotiation, communication, planning, and analytical abilities.

• Organized, responsible, and disciplined in following up, managing partner activities, pipeline, and internal reporting.

• Ability to work collaboratively across functions and align internal stakeholders with shared partner and revenue goals.

• Willingness and capacity to travel regularly 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 coverage.

• Vision coverage.

• Wellness perks.

• Pension/401k matching.

• Flex Time Off for holidays, family days, and appointments.

• Country-specific benefits.

• Accessible candidate experience and interview accommodations or adjustments.