Channel Account Manager

Nexthink; Île-de-France; Hybrid; EUR 90,000 - 140,000; Full time

Benefits offered by this job

Hybrid work model

Health insurance

Professional training platforms

Commuter pass reimbursement

Unlimited vacation

Job summary

Nexthink, the leader in digital employee experience management, seeks a results-oriented Channel Sales Manager to grow revenue via strategic partners across Southern Europe. You will drive pipeline, recruit top partners, and align with direct sales to achieve regional growth.

The role emphasizes building executive relationships, joint business planning, and go-to-market initiatives while navigating a fast-growing enterprise software environment.

Qualifications

• 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.

Responsibilities

• Own 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.
• 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.
• 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.
• 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.

Skills

Channel sales

Alliance management

Indirect sales

Enterprise software

Revenue growth

Forecasting

Executive relationships

Cross-functional collaboration

Tools

CRM systems

Sales enablement

Job description

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.

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.

Qualifications

• 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.

Success Measures

• 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.

Benefits

• Permanent contract and a competitive compensation package.
• Office location in 9m ARR, Rue de Caumartin.
• Health insurance employee‑employer paid options covering medical, dental, and optical treatments, hospitalization, and equipment, and 100% employer‑paid life insurance.
• Hybrid work model balancing office and remote work, with a structured approach for new hires to foster connections and onboarding.
• Flexible hours and unlimited vacation (employees have unlimited paid time off on top of the 25 days of holidays we offer), RTT days, and 3 extra days for volunteering.
• Free access to professional training platforms to explore your interests and enhance your skills.
• 50% reimbursement on your Pass Navigo, making travel to and from work more affordable and sustainable.
• 16 weeks of fully paid leave for primary caregivers, extendable up to 8 additional months unpaid, and 6 weeks of fully paid leave for secondary caregivers.
• Reimbursement for fitness, gym memberships, and sports participation up to 25 EUR/month.
• Bonuses for referring successful hires after three months of continuous employment.

Please note that not all the benefits listed above are available for temporary, contract, and internship roles. To ensure you have the most up‑to‑date information, we recommend checking with your Recruitment Partner.