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Channel Manager (Remote)

Austin, Texas

About Us: 

Nitro is a global document productivity company accelerating digital transformation in a world that demands the ability to work from anywhere, anytime, on any device. As a global player in the eSign and workflow productivity market, Nitro enables organisations to drive better business outcomes through 100% digital document processes and fast, efficient workflows. The Nitro Productivity Platform offers comprehensive SaaS business solutions, including highly secure eSigning and e-ID, powerful PDF productivity and industry-leading analytics, all supported by a superior customer success team. Nitro has over 3 million licensed users and 13,000+ Business Customers in more than 150 countries, including over 68% of the Fortune 500 and three of the Fortune 10. Nitro is headquartered in San Francisco with nine global hubs. 
How We Work: 
Our mission is to help create, develop, and support an environment where great people come to do their best work. We believe there is a balance to strike between “work hard, play hard,” and we strive to improve in both areas every day. 
We put our customers, employees, and communities at the center of everything we do. It all comes back to our core values:    

  • Be Good - Nitronauts are good humans with big hearts that are respectful and supportive of each other. We celebrate individuality and diversity and strive to foster an environment where people can be themselves and do their best work.     
  • Performance First - We like to challenge ourselves. We’re passionate about exceeding expectations and stepping outside our comfort zones to get to the next level. It’s our ambition that pushes us to work hard and deliver strong results.   
  • No B.S. - This one is self-explanatory, but we’re all about transparency, honesty, and authenticity here. We don’t beat around the bush; we tell it like it is. 

The Role:

We’re looking for an experienced Channel Manager to grow our existing partner relationships and take charge of finding and cultivating new partners.

As Channel Manager, you will be a Nitro evangelist – sharing information about our products, features and benefits, deepening our presence with focus partners, and generating pipeline within our Enterprise and Growth segments. You will work closely with our Sales & Marketing teams to develop a channel campaign strategy and then ensure all partners have what they need in terms of marketing (collateral, event support, consistent messaging) and pricing support to be successful.

To ensure you are reaching target revenue goals, you will own Key Performance Indicators (KPIs) for the channel and report results in daily, weekly, and monthly reports. Working with key partners, you will have the opportunity to jointly work towards business revenue goals. In addition, you will set and manage rebate objectives with both Large Account Resellers and Distributors. There will also be opportunities to jointly engage with Nitro Account Executives on business opportunities in region. Lastly, there will be opportunities to identify and develop new strategic partnerships in new regions.

What you’ll be doing:

  • Building the pipeline by identifying and qualifying new customers, including cold calling and developing leads through referral channels, to establish relationships and generate new product revenue. This includes collecting accurate account information and identifying appropriate contacts at each prospect, while leveraging Nitro’s marketing activities and partner relationships.
  • Managing the pipeline of existing and new sales opportunities from current and prospective customers to ensure that sales goals are achieved. This includes the qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure priority opportunities move through the sales cycle.
  • By applying a solution-selling methodology and properly managing the sales cycle, close sales of Nitro’s solutions to prospects and customers in order to attain revenue goals and contribute to company profitability. This includes solution design and preparation of proposals/quotes, performing or coordinating phone and web demonstrations when necessary, possible onsite meetings, and closing each sale as quickly, efficiently and independently as possible. Accurately maintain all sales records, activities and related resources within Nitro’s CRM system,
  • Developing and maintaining a broad background in Nitro’s core technology offerings, to ensure the ability to design customer solutions and close sales opportunities as independently as possible. Adapt to and quickly learn new technologies and products, as necessary.
  • Implement and provide feedback on sales and marketing campaigns as required.

 What we’re looking for:

  • BA/BS or equivalent. Business specialization preferred.
  • 3-5 years’ experience in a B2B software solution sales function.
  • Proven track record of attaining and exceeding sales targets.
  • Fundamentally results driven and metrics focused.
  • Proficient time management and prioritization skills; proven abilities in a customer-oriented, fast-paced, deadline-driven environment.
  • Excellent communication skills, both verbal and written.
  • Detail-oriented with strong attention to tactical execution and follow-through.
  • Self-motivated with high degree of initiative and drive.
  • Excellent problem-solving skills and critical-thinking abilities.
  • Computer literate with excellent working knowledge of the Microsoft Office suite (Word, Excel, PowerPoint, Outlook).
  • Experience working with or similar on-demand CRM system, highly desirable.
  • Knowledge of PDF software and the PDF software market in general, a plus.

Please note, this role can be hired remotely anywhere in the Central US.

Why Nitro 
Our goal is to empower our Nitronauts—to make an impact, work better together, and believe any goal is attainable. We take pride in the perks and benefits provided to employees that make their day-to-day lives more enjoyable and secure. Along with our regular benefits and programs (including health, dental, vision, 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. 
Flexible Forever  
We will offer a flexible work environment forever. This hybrid approach allows our team the flexibility to work remotely and have access to in-person time for collaboration sessions and team offsites. 
90 Days Away 
We offer the opportunity for employees to travel and explore while working from anywhere. Employees can extend vacations and spend more time with family, and work from anywhere for up to 90 days. 
Nitro Resource Groups 
Nitro supports our diverse group of Nitronauts who come together to celebrate their passions, share their unique perspectives, experiences, and contributions to make Nitro a more inclusive place to work.  
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. 
We strongly encourage applications from everyone regardless of race, religion, colour, national origin, gender, sexual orientation, age, marital status, or disability status. Nitro provides an accessible candidate experience. If you need any accommodations or adjustments throughout the interview process and beyond, please let us know. #LI-DK1 #LI-Remote