Channel Account Manager

Atlanta, GA, United States

Company Description

Hi, we’re Nexthink. We’re not just the leader in the digital employee experience category, we invented the category. Our solutions combine real-time analytics, automation and employee feedback across all endpoints to help IT teams delight people at work. Our cloud-native platform pinpoints issues and solutions, automates response, and helps companies continuously improve their employees’ experience, making them more productive, efficient, and happy at work. We have millions of endpoints deployed, we’ve surpassed $200M in ARR, and in 2021 secured $180M in Series D financing.

Job Description

Join us as a Channel Account Manager and be at the forefront of driving revenue growth through dynamic partnerships in North America. In this pivotal role, you'll be the catalyst for both nurturing our existing partner network and spearheading the development of new, strategic partnerships.

Your Impact:

Relationship Building: Cultivate lasting relationships with channel partners, providing education and support to expand their capabilities and success.

Strategic Influence: Play a key role in achieving sales through strategic customer introductions, effectively representing Nexthink's cutting-edge products and services.

Expertise in Action: Utilize your experience in selling software solutions to Solution Providers or National MSPs, applying your knowledge of channel recruitment and enablement strategies.

Success Story: Bring your proven track record of managing diverse go-to-market strategies and technical partner profiles to our team, contributing to our continued growth and innovation.

Your role:

Establishes and directs contacts with priority partners at a senior level, demonstrating strong sales and marketing skills in those interactions, assisting the partner team in maximizing customer introductions and partner-connected sales funnel

Develops and help execute channel strategy in the applicable region of North America

Establishes productive, professional relationships with key personnel in partner accounts

Ability to recruit, educate, and nurture focused strategic channel partners to achieve success

Proactively assess, clarify, and validate partner needs on an ongoing basis

Coordinates the involvement of company personnel, including sales, support, professional services, technical and management resources, to meet partner performance objectives and partners’ expectations

Plans and executes joint marketing programs to drive demand for Nexthink solutions

Meets assigned targets for profitable sales volume and strategic objectives in partner accounts

Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship

Sells through partner organizations to end users in coordination with Nexthink sales resources

Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally and through strict adherence to channel rules of engagement

Leads solution development efforts that best address end-user needs while coordinating the involvement of all necessary company and partner personnel

Ensures partner compliance with partner agreements

Drives adoption of company programs among assigned partners

Accountability and Performance Measures:

Achieves assigned quota for partner accounts

Completes partner account plans that meet company standards

Maintains high partner satisfaction ratings that meet company standards

Completes required training and development objectives within the assigned time frame

Qualifications

Bachelor's degree (or equivalent) with 7+ years of success in channel sales and 10+ years in enterprise software.

Documented success in developing new strategic channel partnerships.

Proven record of quota attainment and meeting performance objectives.

Demonstrated success in managing diverse go-to-market and technical partner profiles.

Experience in managing relationships with strategic partners and facilitating growth strategies collaboratively.

Proven track record in channel sales within the enterprise software domain.

Strong cross-functional collaboration skills.

Excellent communication and presentation skills.

Ability to work independently with strong initiative, organization, and prioritization skills.

Flexibility and responsiveness in a time-critical environment.

Willingness to travel up to 50% of the time.

Proficiency in Microsoft Office 365 and Salesforce.

Additional Information

We Offer:

A vibrant and inclusive workplace where your unique perspectives and talents are valued.

Opportunities for professional growth and development in a dynamic and supportive environment.

The chance to be part of a forward-thinking team, shaping the future of technology partnerships.

We believe actions are stronger than words when it comes to diversity, inclusion, and equity in the workplace. Nexthinkers are multinational and multilingual, and come from all walks of life. We are committed to hiring a genuinely representative workforce that can create solutions and foster innovation for the modern digital employee experience.

Total Rewards @ Nexthink

At Nexthink, we offer one of the most comprehensive and generous benefits plans. Your total rewards compensation package includes base salary and may also include a commission or performance bonus plan, as well as equity. We provide our US employees with 100% covered company benefits that consist of health, dental, vision, life insurance, long-term disability, and accidental death/personal loss coverage.

Base salary ranges are determined by country, role, level, experience, and skills. The range displayed on each job posting reflects Nexthink’s good faith determination of the minimum and maximum targets for new hire salaries across all US locations. Individual pay is determined by related factors, including job skills, experience, and relevant education or training, which may impact a final offer. Your Talent Acquisition Partner can share more about the specific salary range during the hiring process.

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