Senior Channel Account Manager
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Job Description
Senior Channel Account Manager expanding Nitro’s SaaS document workflow partner ecosystem across North America. Driving partner recruitment, pipeline growth, revenue, and channel-led market expansion.
Responsibilities:
- Develop and execute a channel sales strategy supporting regional revenue, pipeline, and market expansion goals
- Recruit, onboard, develop, and grow strategic relationships with distributors, direct market resellers, value-added resellers, managed service providers, systems integrators, and technology partners
- Identify and pursue partner-led business opportunities in target markets and customer segments
- Build executive-level partner relationships and establish joint business plans, priorities, and success measures
- Work with partner sales teams to identify target accounts, customer opportunities, and joint sales activity
- Train and enable partners to position, demonstrate, and sell Nitro’s solutions
- Provide product demonstrations and help partners align Nitro’s solutions with customer business needs
- Track partner-generated pipeline, sales activity, next steps, and revenue performance
- Monitor market trends, competitive activity, and partner feedback to adjust regional strategy
- Collaborate with Sales, Marketing, Customer Success, Operations, and other internal teams
- Represent Nitro at partner meetings, industry events, and regional conferences
- Travel regularly across North America for partner meetings, planning sessions, enablement activities, and events
Requirements:
- 7+ years of channel sales, partner management, business development, or related experience within SaaS or enterprise software
- Demonstrated record of developing partner relationships and converting them into pipeline and revenue
- Understanding of North American channel models, including distributors, direct market resellers, value-added resellers, managed service providers, and systems integrators
- Ability to build relationships with partner executives, sales leaders, and frontline sellers
- Proactive, growth-oriented mindset
- Ability to deliver compelling presentations, product demonstrations, and value propositions to partner and customer audiences
- Strong negotiation, communication, planning, and analytical skills
- Organized, accountable, and disciplined in managing follow-up, partner activity, pipeline, and internal reporting
- Ability to work effectively across functions and align internal stakeholders around shared partner and revenue objectives
- Willingness and ability to travel regularly for face-to-face partner engagement
- A Bachelor’s degree or equivalent practical experience in Sales, Business Development, Marketing, or a related discipline 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
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