Channel Account Manager

Nexthink is the leader in digital employee experience management software. The company provides IT leaders with unprecedented insight allowing them to see, diagnose and fix issues at scale impacting employees anywhere, with any application or network, before employees notice the issue. As the first solution to allow IT to progress from reactive problem solving to proactive optimization, Nexthink enables its more than 1,200 customers to provide better digital experiences to more than 15 million employees. Dual headquartered in Lausanne, Switzerland and Boston, Massachusetts, Nexthink has nine offices worldwide.

Role Overview

We are seeking a results-oriented Channel Sales Manager to drive revenue growth through strategic partners across Southern Europe. This role is responsible for expanding and developing Nexthink’s partner ecosystem, generating pipeline, accelerating partner-led opportunities, and working closely with the direct sales organization to achieve regional growth objectives.

The ideal candidate combines strong partner management skills with a sales-driven mindset and a proven ability to generate business through indirect routes to market.

Key Responsibilities

Revenue Growth & Pipeline Development

Own and deliver regional channel revenue and pipeline targets.

Generate qualified pipeline through existing and new channel partners.

Build and execute joint business plans with strategic partners.

Drive partner-sourced and partner-influenced opportunities across the region.

Maintain accurate pipeline visibility and forecasting.

Partner Recruitment & Development

Identify, recruit, onboard, and develop high-potential partners.

Expand Nexthink’s presence across VARs and Technology Partners.

Establish executive relationships within partner organizations.

Conduct regular business reviews and growth planning sessions.

Full Sales Cycle Engagement

Collaborate with sales teams from opportunity creation through deal closure.

Participate in account planning, prospecting, and opportunity qualification.

Drive partner engagement throughout the sales cycle.

Support partner-led expansion and new logo acquisition strategies.

Go-to-Market Execution

Develop joint go-to-market initiatives and demand generation activities.

Drive account mapping and territory planning with partners and sales teams.

Work with Marketing and Partner Enablement teams to increase partner effectiveness.

Ensure partners are equipped to position and sell Nexthink solutions successfully.

Responsibilities

Achievement of channel revenue targets.; Growth in partner-generated and partner-influenced pipeline.; Recruitment and activation of new strategic partners.; Increased partner engagement and business contribution.; Execution of joint go-to-market and demand generation initiatives.; Forecast accuracy and overall regional business growth.

Requirements

Ideally you will have 7+ years of channel sales, alliance management, or indirect sales experience within enterprise software.; Demonstrated success achieving revenue and pipeline growth targets.; Experience recruiting and developing strategic partners.; Strong understanding of enterprise sales cycles and partner-led selling models.; Proven ability to build executive-level relationships and influence outcomes.; Excellent communication, business planning, and forecasting skills.; Ability to work cross-functionally within a fast-paced, high-growth environment.