Channel Manager

ServiceUp•Campbell, CA

6d•Remote

About The Position

ServiceUp is hiring a Channel Manager to build out reseller and co-sell partnerships with platforms that fleet customers use daily, such as FMS and telematics providers. This is a build role where the Channel Manager will be the third hire on the partnerships team and will own the playbook for recruiting, enabling, and co-selling with FMS partners. The role reports to Brett Dashe, Co-founder and Head of Partnerships.

Requirements

5+ years in a quota-carrying channel/alliances role (reseller, co-sell, ISV partnerships, or platform marketplace).
Experience building or scaling a partner-sourced pipeline motion.
Program-build experience: standing up new partnerships, establishing enablement programs, MDF, deal registration, and incentives from scratch or near-scratch.
Comfort operating without a pre-existing playbook.
Demonstrable co-sell mechanics including deal registration, joint account planning, partner QBRs, and coaching partner sellers.
Track record of consistent attainment with YoY goal hits across multiple roles (minimum two-year tenure preferred).
Ability to influence without authority to prioritize deals with partner reps.
Partner economics fluency, including modeling reseller margin, referral fees, and MDF ROI.
Comfort working at or near Series A/B stage companies.
Clear written and verbal communication skills.
Strong listening skills.
Organizational skills.
Give-get negotiation skills.
Comfort redlining SaaS agreements with legal partners.

Nice To Haves

Industry experience in Fleet, telematics, FMS, or fleet maintenance/aftermarket SaaS.
Direct experience working at or with Geotab, Samsara, Motive, Verizon Connect, Fleetio, RTA, or Lytx.

Responsibilities

Drive partner-sourced and partner-influenced pipeline, owning a quarterly number for partner-sourced ARR.
Run joint account planning, coach partner sellers through ServiceUp deals, and maintain partner activation with consistent cadence.
Lead partner QBRs, joint pipeline reviews, and executive check-ins.
Forecast partner pipeline weekly and report on health, attainment, and ROI.
Build and enforce rules of engagement between partner reps and ServiceUp direct AEs, and resolve channel conflicts.
Partner with Marketing on co-marketing campaigns and MDF allocation.
Collaborate with Product on partner-driven roadmap input.
Work with the direct AE team on joint deals.
Represent ServiceUp externally at partner events, QBRs, and joint customer meetings (approximately 25-40% travel).