Channel Account Manager

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 Channel Account Manager for our Construction Solutions Division, you will manage and grow strategic relationships with channel partners, distributors, VARs, systems integrators, and resellers to drive the adoption and revenue growth of SiteDocs, GoCanvas, and HCSS 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 SiteDocs, GoCanvas, and HCSS.

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 at least one of SiteDocs, GoCanvas, or HCSS is required. Must have either:
• Sold SiteDocs, GoCanvas, or HCSS in sales, channel, account management, business development, or related capacity; or
• Used SiteDocs, GoCanvas, or HCSS in the field as construction, safety, compliance, operations, estimating, project management, or other field-based professional.
• 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.