Senior Channel Account Manager (Remote)

Nitro

4d•Remote

About The Position

Nitro is seeking a strategic, growth-oriented Senior Channel Account Manager to expand and strengthen its partner ecosystem across North America. The role supports Nitro’s channel-led growth strategy and market presence by developing existing partners, recruiting new partners, and turning partner engagement into measurable pipeline and revenue. The position works across partner organizations and internal teams to build relationships, enable sales activity, and deliver a consistent partner experience. Regular travel throughout North America is required 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 and ability to develop existing partners and open new relationships.
Ability to deliver compelling presentations, product demonstrations, and value propositions to partner and customer audiences.
Strong negotiation, communication, planning, and analytical skills.
Organization, accountability, and discipline in managing follow-up, partner activity, pipeline, and internal reporting.
Ability to work across functions and align internal stakeholders around shared partner and revenue objectives.
Willingness and ability to travel regularly for face-to-face partner engagement.

Nice To Haves

Bachelor’s degree or equivalent practical experience in Sales, Business Development, Marketing, or a related discipline.

Responsibilities

Develop and execute a channel sales strategy that supports 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 to expand Nitro’s reach 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, uncover customer opportunities, and advance joint sales activity.
Train and enable partners to position, demonstrate, and sell Nitro’s solutions.
Deliver high-level product demonstrations and help partners align Nitro’s solutions with customer business needs.
Monitor 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.
Travel regularly across North America for partner meetings, planning sessions, enablement activities, and events.