Channel Sales Manager, Nexa (Remote)

Scope of Position

This highly entrepreneurial, results-driven individual, as part of the Nexa / Watts Digital team, will be responsible for defining and executing Nexa’s indirect go-to-market strategy through channel partners. The role focuses on building, scaling, and optimizing a high-performing partner ecosystem to drive revenue growth and expand market reach.

Primary Job Duties And Responsibilities

• Develop and execute Nexa’s channel and partner strategy aligned with target segments and geographies
• Identify and prioritize partner types (e.g., manufacturers’ reps, contractors, service providers, system integrators) and define their roles in the ecosystem
• Establish coverage models balancing direct sales and partner-led growth
• Recruit, onboard, and enable high-potential partners, leveraging existing industry relationships to accelerate ecosystem build-out
• Define partner selection criteria and differentiated value propositions
• Structure and negotiate partner agreements, including commercial terms and performance expectations
• Design and implement pricing, discounting, and incentive programs aligned with Watts’ revenue and margin objectives
• Continuously refine commercial models based on performance and market feedback
• Develop and deliver scalable partner onboarding and training programs
• Equip partners with sales tools, messaging, and playbooks to effectively position and sell Nexa
• Collaborate with Marketing and Product teams to ensure consistent, compelling market messaging
• Own partner-driven pipeline and revenue targets
• Partner with channel partners on key opportunities to accelerate deal closure
• Track partner performance using defined KPIs and governance frameworks; ensure accountability
• Collaborate cross-functionally with Sales, Product, Marketing, and Operations teams
• Provide field insights to inform product roadmap and go-to-market strategy
• Assume responsibility for other projects and duties as assigned by direct leader or Company management.

Required Qualifications

• Bachelor’s degree or equivalent experience
• 5–10+ years of experience in channel sales, partner management, or indirect go-to-market models
• Proven track record of building and scaling partner ecosystems with measurable revenue impact
• Established network within relevant channels (e.g., manufacturers’ reps, ESCOs, contractors, system integrators)
• Experience structuring commercial agreements and incentive programs
• Strong understanding of indirect sales models and partner economics
• Excellent communication, negotiation, and stakeholder management skills
• Ability to operate independently in a fast-paced, build-and-scale environment
• Understanding of and adherence to applicable laws, regulations, and company policies
• Understanding of and adherence to applicable laws, codes, policies, regulations, and safety practices and procedures, as applicable
• Must successfully establish employment eligibility and satisfactorily complete background checks, and required pre-employment testing as a condition of employment

Preferred Qualifications

• Experience in software, IoT, or solutions-based selling
• Experience in building technologies, infrastructure, or water-related industries
• Demonstrated success launching new partner programs or markets
• Strong analytical and performance management capabilities