Channel Operations and Enablement Manager

FacilityOS•Annapolis, MD

1d•Hybrid

About The Position

FacilityOS is a fast-growing company redefining how facilities operate—bringing safety, security, and daily operations into one unified platform used by organizations around the world. As we continue to scale globally, we’re building a team of driven, curious people who want to make an impact. You’ll be part of a dynamic, collaborative culture where individuals are trusted to take ownership, solve meaningful problems, and grow in their careers. Our team comes together in-office twice a week to connect, collaborate, and build momentum. If you’re looking to do your best work alongside a great team in a high-growth environment, FacilityOS is the place to build your career. Our channel program partners with global business process outsourcing (BPO) and integrated facilities management (IFM) organizations who deliver FacilityOS as part of the operational services they provide to their own enterprise customers. We operate as a subcontractor to our partners, not a co-seller: our partners' staff are the daily users of our platform, and our post-sale motion mirrors our direct business. Our channel strategy favors deep relationships with a select group of global partners over a broad, underserved partner base. This role is central to how FacilityOS operationalizes its channel partnerships — from the commercial agreements and pricing structures that govern each relationship to the day-to-day mechanics of getting deals booked cleanly. You'll manage the commercial backbone of our partner relationships, build consistent global alignment on partner tiers and pricing, and work directly with partner procurement teams to keep FacilityOS active and accurately represented in their systems. You'll also support the program's broader infrastructure — including deal registration and partner enablement — as the channel team grows.

Requirements

5+ years in channel/partner operations, partner management, or a related commercial operations role, ideally at a B2B SaaS company.
Experience managing commercial or vendor agreements (MSAs, partnership agreements) and comfort working with Legal to keep them current.
Familiarity with partner procurement processes, price book maintenance, and Approved Vendor requirements at large enterprise organizations.
Direct experience building channel program infrastructure — pricing and tiering frameworks, order booking processes, deal registration — from an informal, relationship-based state into a structured program.
Salesforce (or comparable CRM) experience, ideally including channel or partner-management modules.
A track record as a strong cross-functional operator, comfortable driving alignment across RevOps, Legal, Finance, and Product.
Comfort building from scratch in an ambiguous, fast-moving environment, with the judgment to prioritize the highest-leverage work first.

Nice To Haves

Experience with BPO, reseller/VAR, or IFM channel models is a strong plus.

Responsibilities

Manage and maintain updated Master Service Agreements (MSAs) and Vendor Partnership Agreements across the partner base, working with Legal to keep terms current as relationships evolve.
Establish global alignment around partner tiers and discount schedules, ensuring consistency across the partner base while accounting for the different levels of investment and opportunity within each relationship.
Secure and maintain Approved Vendor status with channel partners where appropriate, strengthening FacilityOS's position within their procurement and technology ecosystems.
Engage directly with partner procurement teams to ensure FacilityOS price books are active, current, and properly maintained within each partner's systems.
Streamline and standardize new order booking procedures with each channel partner, reducing friction from opportunity through purchase order, contracting, and implementation.
Play a key role in developing new partner-facing enablement content — playbooks, training materials, and onboarding assets — and help shape the content strategy for a future partner portal.
Work closely with channel leadership to document institutional knowledge — partner history, deal patterns, and pricing norms — into durable program assets.
Partner cross-functionally with RevOps (CRM, reporting, commission mechanics), Legal (partner agreements), Finance (partner pricing framework), and Product (partner portal requirements).
Support deal registration in our CRM, in partnership with RevOps, including account delineation rules that help prevent conflict between channel and direct sales.
Support the onboarding and ramp of new Channel Directors as the team grows across regions.