Senior Channel Account Manager

About Us:

A global SaaS leader for seamless digital document workflows, Nitro offers a suite of solutions for PDF, eSigning, identity verification and analytics supported by a best-in-class customer success and change management team. With more than 3 million licensed users and 13,000+ business customers across 157 countries, we serve 67% of the Fortune 500.

How We Work:

We aim to create an environment where talented individuals are empowered to excel. How we collaborate, innovate, and engage with one another is important to us. Our work is driven by 5 key principles:

• One team, One mission

Our collective dedication to Nitro's mission defines us. Together, we are building an environment where everyone feels like a valued part of something bigger than themselves.

• Own it

We take full ownership of our actions and decisions. We empower one another to lead with confidence, creativity, and a solutions-focused mindset.

• Accountable to our customers

We are dedicated to our customers and take our commitments seriously. We do what we say we are going to do.

• Excellence in execution

Driven by passion and precision, we exemplify excellence in our delivery with innovative, top-quality results.

• Be bold, fail fast, learn faster

We learn as we grow, dare to try, and bravely question. We are not chasing perfection but forever iterating towards it.

These guiding values shape our approach to work, fostering a culture where everyone is inspired to contribute their best.

The Role:

Nitro is in search of a Senior Channel Account Manager with a strong hunting instinct and established relationships within the Distributor, VAR, and MSP communities. The ideal candidate is a strategic thinker ready to unlock new business opportunities, deepen market penetration, and build lasting partnerships across North America.

What you'll be doing:

• Strategically develop and implement a channel sales strategy focused on revenue growth and market expansion.

• Actively seek and recruit new partners, positioning Nitro as the premier solution for digital document workflows.

• Enhance current partner relationships, driving their success and engagement with Nitro's suite of products.

• Work with partners to expand Nitro's offerings with additional services and solutions, creating distinctive customer value.

• Spearhead joint marketing and co-selling efforts, aligning with Distributors and VARs for optimal impact.

• Deliver comprehensive training and support, enabling partners to effectively sell and represent Nitro's solutions.

• Regularly assess partner performance, establish objectives, and create action plans to foster growth and overcome obstacles.

• Stay informed on industry trends, competitive dynamics, and customer insights to constantly refine the channel strategy.

What we're looking for:

• 7-10 years of channel sales experience, with a solid record in building and growing distributor and VAR partnerships.

• A robust network within the channel ecosystem, and a track record of nurturing profitable, long-term partnerships.

• Proven expertise in recruiting and developing partnerships with MSPs and VARs in the region.

• Excellent business acumen with strong negotiation skills and the ability to influence stakeholders in the distribution, MSP, and VAR spaces.

• A strategic, analytical mindset with the capacity to create and execute plans that drive sales and expand Nitro's market footprint.

• A self-motivated, independent initiator who thrives in a team setting and is eager to take the lead on projects and achieve results.

• Availability to travel extensively (60-70%) to build and enhance partner relationships, including attending industry events, trade shows, and conferences.

Team Dynamics:

• As part of a close-knit, supportive channel team, you'll join forces with mission-driven colleagues who elevate one another.

• We foster a global culture of training and enablement, where team members share their "superpowers" and learn from each other's strengths.

• You'll contribute to an environment where teamwork and collective success are as valued as individual accomplishments.

Additional Qualifications:

• Established Partner Networks: You bring pre-existing partner relationships that enable you to make immediate contributions to Nitro's growth.

• Leadership Prowess: Experience in management or team leadership is a plus, evidencing your capability to motivate and steer the team toward shared objectives.

• Change Adaptability: You are someone who embraces change, values long-term relationship building, and is committed to innovation and excellence.

• Action-Oriented: A proactive doer, ready to tackle new challenges and adept at translating strategic vision into tangible actions and results.

Why Nitro?

Along with our regular benefits and programs (including health, dental, vision, and retirement as standard), we are also very proud to offer a few additional initiatives to future Nitronauts:

Flex Time Off

Work-life balance is important at Nitro, and we understand that there are events that we cannot plan for. We are proud to offer Flex Time Off to be used for holidays, spending days with your family, or appointments.

Families @ Nitro

We have the opportunity and responsibility to ensure the well-being of our employees, which includes offering support when and where it matters most. From generous leave to fertility benefits, Nitro supports team members who may be on or considering a path to parenthood, whatever that looks like.

Company-Wide Recharge Week

We understand the importance of taking time off, which is why we have a Recharge Week every January. It's a time when everyone takes a break together, making it easier for all of us to relax and refresh for the year ahead.

Nitro strongly encourages applications from everyone regardless of race, religion, colour, national origin, gender, sexual orientation, age, marital status or disability status. We provide an accessible candidate experience and invite you to request any accommodations or adjustments throughout the interview process and beyond. #LI-Remote #LI-DK1