Sr. Channel Account Manager, HCSS at Nemetschek

Job description

At Bluebeam, we empower people to advance the way the world is built. We create smart software solutions that make construction sites more efficient, connected and safe and improve the lives of design and construction professionals everywhere. As a Senior Channel Account Manager for our newest acquired brand: HCSS ( hcss.com ), 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. About the role Channel Partner Management • 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. Market Development • 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. Solution Selling • 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. Partner Enablement • 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. Professional Services & Implementation • 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. AI, Automation & MCP • 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. Pipeline & Forecasting • 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. Strategic Opportunity Management • 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. Market Intelligence • 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. Cross-Functional Collaboration • 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. About You: • 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. What we offer: • 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) Below is our DEIBA (Diversity, Equity, Inclusion, Belonging, and Accessibility) mission statement: Bluebeam is committed to building an inclusive environment in which everyone, regardless of background, has an opportunity to experience a deep sense of belonging. Each of our unique perspectives amplifies our collective power, and by encouraging diverse perspectives in an environment infused with mutual respect, we arrive at better solutions. And when we bring the best version of ourselves to work, we can make our best contributions to the global community of people who build our world. About Bluebeam: The construction industry is adopting new technology at a feverish pace. Tablets and cell phones are replacing paper blueprints, drones are surveying jobsites in 3D, and cloud collaboration is changing the way teams work together. Bluebeam plays a crucial role in this transformation. The key to our success is a customer-focused approach to product development: we work with the industry to create solutions for the industry. Today, over 3 million people throughout the world use Bluebeam. In the US, we’re a critical partner for the majority of top AEC firms, and rapidly expanding our presence globally, with offices in Sweden, Germany and the UK. Come design and build your future with us! Bluebeam is proud to be an equal opportunity workplace. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status. Base pay offered will depend upon qualifications and other operational considerations. Base pay is one part of Bluebeam’s Total Rewards program, which seeks to compensate and recognize employees for their work. Most sales positions are eligible for commission under the terms of an applicable commission plan, while most non-sales position are eligible for a bonus under the terms of an applicable bonus plan. Additionally, Bluebeam provides best in class benefits, with health and welfare benefits and paid time off. Bluebeam is a growing company with many opportunities. If this role and/or pay range is not an exact fit, we still encourage you to apply. The base pay range for this position is: $108,000 - $136,000 (plus commission) #Bluebeam #LI-Remote #LI-LC1

Requirements

Must-haves

Channel Partner Management
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.
Market Development
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.
Solution Selling
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.
Partner Enablement
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.

Nice-to-haves

None flagged.

Application prep

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Keywords to mirror

aiaccessibility

Platform: successfactors
Effort: medium

Benefits

Benefits detected in the listing.

401k

Pto

Paid Time Off

Professional Development