Sr. Channel Account Manager

Nemetschek

20d•$108,000 - $136,000•Remote

About The Position

As a Senior Channel Account Manager at Bluebeam, you will manage and grow strategic relationships with channel partners, distributors, VARs, systems integrators, and resellers to drive adoption and revenue growth across construction and field-intensive industries. You will recruit, enable, and develop partners to sell and support SiteDocs, GoCanvas, and HCSS, and help expand partner relationships from individual product sales to broader Construction Solutions opportunities. The role spans channel strategy and partner development, market development, solution selling, partner enablement, professional services and implementation, AI and automation opportunities, pipeline and forecasting, strategic opportunity management, and market intelligence. You will collaborate across Sales, Marketing, Product, Professional Services, Customer Success, Support, and Enablement, represent the channel internally, and coordinate resources to support partner and customer success. Bluebeam creates software solutions for construction sites and design and construction professionals. It is part of the Nemetschek Group and serves more than 3 million people worldwide. The position’s base pay range is $108,000–$136,000, plus commission. Bluebeam describes its culture as people-focused and entrepreneurial, with an emphasis on diversity, inclusion, and individual lifestyle needs.

Requirements

Direct experience with HCSS or partner sales in construction, safety, compliance, operations, estimating, project management, or another field-based solution.
At least 7 years of experience in channel sales, partner management, enterprise software, construction technology, construction operations, or a related field.
Strong understanding of construction technology and field-based workflows.
Proven experience developing and executing channel strategies with VARs, distributors, systems integrators, or technology partners.
Strong understanding of SaaS technology, cloud applications, automation, and emerging AI/MCP technologies.
Familiarity with AI-enabled applications, agentic workflows, APIs, integrations, and Model Context Protocol (MCP).
Demonstrated ability to build markets, develop partner ecosystems, and generate revenue through strategic partnerships.
Experience managing complex sales cycles involving multiple stakeholders and decision-makers.
Ability to operate in a high-growth or evolving technology environment where processes, programs, and channel strategies are still being developed.
Proficiency in Salesforce, Microsoft Office, and other sales and partner-management tools.

Responsibilities

Build and maintain relationships with strategic channel partners, distributors, VARs, systems integrators, and resellers.
Develop joint business plans that increase revenue and partner productivity.
Recruit, develop, enable, and grow partners selling and supporting SiteDocs, GoCanvas, and HCSS.
Establish executive relationships with key strategic partners and help partners expand into broader Construction Solutions opportunities.
Identify market opportunities across construction, infrastructure, utilities, industrial, energy, heavy civil, and other field-intensive industries.
Help partners identify target customers, ideal customer profiles, and relevant business challenges.
Develop strategies to expand Construction Solutions within partner accounts and territories, including introducing additional solutions to existing customers.
Maintain working knowledge of SiteDocs, GoCanvas, and HCSS; understand customer requirements and recommend appropriate solutions.
Position solutions around customer outcomes, identify cross-sell, expansion, and new-logo opportunities, and demonstrate potential improvements to productivity, safety, compliance, and operations.
Help partners determine when SiteDocs, GoCanvas, HCSS, or a combination of solutions best meets customer requirements.
Develop and deliver partner training on product positioning, ICPs, discovery, demonstrations, competitive differentiation, and sales plays.
Enable partner sales, presales, professional services, implementation, and support teams; help establish certification and competency programs.
Develop scalable onboarding and enablement resources across the Construction Solutions portfolio.
Work with partners to build capabilities to configure, implement, integrate, and support solutions; develop repeatable services models and coordinate with internal Professional Services and Support as needed.
Help partners identify implementation, integration, and services opportunities.
Help partners understand how AI, automation, APIs, integrations, and MCP can extend construction technology; identify automation and AI-enabled use cases and opportunities to connect construction data with business systems.
Build and manage channel pipeline through partner-generated opportunities, joint account planning, campaigns, and strategic accounts; maintain accurate forecasts and reporting.
Establish partner revenue and pipeline targets, monitor performance, and develop strategies to improve partner productivity and pipeline conversion.
Work with direct sales teams and partners on strategic opportunities; establish engagement models, account ownership, and rules of engagement.
Support complex sales involving multiple stakeholders and identify ways to expand individual product opportunities into broader Construction Solutions engagements.
Monitor construction technology, competitive solutions, and market trends; translate customer and partner feedback into channel strategies and identify emerging market opportunities.
Collaborate with Sales, Marketing, Product, Professional Services, Customer Success, Support, and Enablement; represent the channel and coordinate resources across the Construction Solutions portfolio.