Senior Channel Account Manager

Nitro, Inc.

Senior Channel Account Manager expanding and strengthening Nitro’s partner ecosystem across North America. Responsible for developing existing partners and recruiting new ones to drive pipeline and revenue.

Posted 7/27/2026full-timeRemote • 🇺🇸 United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in channel sales strategy development and execution, with a strong focus on building and managing partner relationships to drive revenue growth. Proficient in delivering product demonstrations and aligning solutions with customer needs while effectively collaborating across internal teams.

Highest-signal resume keywords

Channel Sales Strategy DevelopmentPartner Relationship ManagementSaaS Business DevelopmentProduct Demonstration SkillsNegotiation and Communication Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Channel SalesBusiness DevelopmentPartner ManagementPipeline ManagementMarket AnalysisSales StrategyProduct PositioningRevenue Performance TrackingPresentation SkillsAnalytical Skills

Soft Skills

Proactive MindsetOrganizational SkillsAccountabilityCollaborationRelationship Building

Industry Keywords

SaaSEnterprise SoftwareValue-Added ResellersManaged Service ProvidersSystems IntegratorsDirect Market ResellersNorth American Channel ModelsMarket ExpansionCustomer SegmentsStrategic Relationships

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

Health insurance
Dental and vision coverage
Wellness perks
Pension/401k matching
Flex Time Off