[Hiring] Senior Channel Account Manager @Nemetschek

Role Description

As a Senior Channel Account Manager for our newest acquired brand: HCSS, you will manage and grow strategic relationships with channel partners, distributors, VARs, systems integrators, and resellers to drive the adoption and revenue growth across the construction and field-intensive industries.

Qualifications

• Direct experience with HCSS or partner sales within a field such as construction, safety, compliance, operations, estimating, project management, or other field-based solution.
• 7+ years of experience in channel sales, partner management, enterprise software, construction technology, construction operations, or a related field.
• Strong understanding of construction technology and field-based workflows.
• Proven experience developing and executing channel strategies with VARs, distributors, systems integrators, or technology partners.
• Strong understanding of SaaS technology, cloud applications, automation, and emerging AI/MCP technologies.
• Familiarity with AI-enabled applications, agentic workflows, APIs, integrations, and Model Context Protocol (MCP).
• Demonstrated ability to build markets, develop partner ecosystems, and generate revenue through strategic partnerships.
• Experience managing complex sales cycles involving multiple stakeholders and decision-makers.
• Excel at operating in a high-growth or evolving technology environment where processes, programs, and channel strategies are still being developed.
• Proficient in Salesforce, Microsoft Office, and other sales and partner-management tools.

Requirements

• Build and maintain strong relationships with strategic channel partners, distributors, VARs, systems integrators, and resellers.
• Develop joint business plans that drive revenue growth and partner productivity.
• Recruit, develop, enable, and grow partners capable of selling and supporting SiteDocs, GoCanvas, and HCSS.
• Establish executive relationships with key strategic partners.
• Help partners expand from individual product sales into broader Construction Solutions opportunities.
• Identify new opportunities across construction, infrastructure, utilities, industrial, energy, heavy civil, and other field-intensive industries.
• Help partners identify target customers, ICPs, and relevant business challenges.
• Develop strategies to expand SiteDocs, GoCanvas, and HCSS within existing partner accounts and territories.
• Identify opportunities to introduce additional Construction Solutions into existing customer relationships.
• Maintain a strong working knowledge of SiteDocs, GoCanvas, and HCSS.
• Understand customer requirements and determine the appropriate solution based on their business needs.
• Position solutions around customer outcomes rather than individual product features.
• Identify cross-sell, expansion, and new-logo opportunities.
• Demonstrate how digital construction solutions can replace manual processes and improve field productivity, safety, compliance, and operational performance.
• Help partners understand when SiteDocs, GoCanvas, HCSS, or a combination of solutions best addresses a customer's requirements.
• Develop and deliver partner training covering product positioning, ICPs, discovery, demonstrations, competitive differentiation, and sales plays.
• Enable partner sales, presales, professional services, implementation, and support teams.
• Help establish partner certification and competency programs.
• Develop scalable onboarding and enablement resources across the Construction Solutions portfolio.
• Help partners build the capabilities required to successfully sell multiple Construction Solutions.
• Work with partners to develop the capabilities required to configure, implement, integrate, and support SiteDocs, GoCanvas, and HCSS.
• Develop repeatable partner services models that improve customer success and partner profitability.
• Coordinate with internal Professional Services and Support teams when needed.
• Help partners identify implementation, integration, and services opportunities associated with Construction Solutions.
• Help partners understand how AI, automation, APIs, integrations, and Model Context Protocol (MCP) can extend construction technology.
• Identify opportunities to automate manual field, safety, compliance, estimating, project management, and workflow processes.
• Identify opportunities to connect construction data with ERP, HR, project management, financial, and other business systems.
• Help partners identify emerging AI-enabled use cases across the Construction Solutions portfolio.
• Build and manage a healthy channel pipeline through partner-generated opportunities, joint account planning, campaigns, and strategic accounts.
• Maintain accurate forecasting and pipeline reporting.
• Establish partner revenue and pipeline targets and monitor performance.
• Develop strategies to increase partner productivity and pipeline conversion.
• Work with direct sales teams and partners on strategic opportunities.
• Establish appropriate engagement models, account ownership, and rules of engagement.
• Support complex sales opportunities involving multiple stakeholders and customer organizations.
• Identify opportunities to expand individual product opportunities into broader Construction Solutions engagements.
• Maintain a strong understanding of construction technology, safety, compliance, field operations, estimating, project management, and workflow automation.
• Monitor competitive solutions and market trends.
• Translate customer and partner feedback into actionable channel strategies.
• Identify emerging market opportunities for HCSS or a similar portfolio.
• Collaborate with Sales, Marketing, Product, Professional Services, Customer Success, Support, and Enablement teams.
• Represent the voice of the channel within the organization.
• Coordinate internal resources to maximize partner and customer success.
• Work collaboratively across the broader Construction Solutions portfolio.

Benefits

• People-focused, entrepreneurial culture with the backing of a stable, global, corporate entity – The Nemetschek Group.
• Competitive compensation and benefits package.
• Fully vested 401K right from the day you start.
• Generous PTO, including sick/mental health & volunteer days.
• Free & unlimited access to BetterUp Care, a well-being platform.
• Work-life balance fostered through a culture of diversity, inclusion, and appreciation of individual lifestyle needs.
• Opportunity for continuous professional development.
• Free & unlimited access to LinkedIn Learning.
• Up to $5K annual education reimbursement (after 1 year tenure).