Senior Channel Account Manager

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🔥 48 minutes ago

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Nitro, Inc.

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2005

☁️ SaaS

⚡ Productivity

📋 Compliance

SaaS • Productivity • Compliance

Nitro, Inc. is a technology company specializing in PDF editing and e-signature solutions. Their product offerings include Nitro Pro, an all-in-one subscription for editing, converting, securing, filling, and signing PDFs, tailored for individuals and small teams, and Nitro Pro Business, which adds advanced features, security, and integrations for larger teams and organizations. Nitro Sign Premium provides high-trust eSign capabilities with certificates and ID verification to meet regulatory requirements. Nitro's software is available across Windows, Mac, and iOS platforms, offering secure, compliant document management solutions for various industries. Their range of solutions is aimed at improving productivity and ensuring document security while being accessible for single users, teams, and enterprise organizations.

📋 Description

• Develop and execute a channel sales strategy that supports regional revenue, pipeline, and market expansion goals. • Recruit, onboard, develop, and grow strategic relationships across distributors, direct market resellers, value-added resellers, managed service providers, systems integrators, and technology partners. • Identify and pursue new partner-led business opportunities that expand Nitro’s reach within target markets and customer segments. • Build executive-level relationships within partner organizations and establish joint business plans, priorities, and success measures. • Work closely with partner sales teams to identify target accounts, uncover customer opportunities, and advance joint sales activity. • Train and enable partners to confidently position, demonstrate, and sell Nitro’s solutions. • Provide high-level product demonstrations and support partners in aligning Nitro’s solutions to customer business needs. • Maintain visibility into partner-generated pipeline, sales activity, next steps, and revenue performance. • Monitor market trends, competitive activity, and partner feedback to identify opportunities and adjust regional strategy. • Collaborate with Sales, Marketing, Customer Success, Operations, and other internal teams to deliver a consistent partner experience. • Represent Nitro at partner meetings, industry events, and regional conferences to build market awareness and strategic relationships. • 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 those relationships into pipeline and revenue. • Understanding of North American channel models, including distributors, direct market resellers, value-added resellers, managed service providers, and systems integrators. • Comfortable building relationships with partner executives, sales leaders, and frontline sellers. • Proactive, growth-oriented mindset; comfortable developing existing partners and opening new relationships. • Ability to deliver compelling presentations, product demonstrations, and value propositions to both 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. • Works effectively across functions and can align internal stakeholders around shared partner and revenue objectives. • Willing and able 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 and vision coverage • Wellness perks • Pension/401k matching • Flex Time Off