Manager, Channel Partnerships

Justworks•New York, NY

5h•Hybrid

About The Position

At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people. We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you. We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team. Our Values If this sounds like you, you’ll fit right in. Justworks is building a modern, high impact Partnerships organization focused on driving real business growth through trusted partner relationships. We’re looking for a Manager, Channel Partnerships to lead and scale a team of Channel Partner Managers across four critical categories: Venture Capital and Private Equity, HR Consultants, Pilot Programs, and Associations. Your mission is to take these emerging categories and turn them into a predictable, high-performance engine for the business. This is a builder’s role, ideal for a people-first leader who is comfortable operating in ambiguity, knows how to develop programs from the ground up, and understands how to create the structure needed to scale. At Justworks, partnerships are not about surface-level networking or one-off referrals. They are about building best-in-class partner relationships that consistently generate high-quality top-of-funnel opportunities and long-term value for the organization. Who You Are You’re a relationship-builder and a strategist with a commercial mindset and a talent for mentorship. You understand the nuances of the channel ecosystem and how to empower your team to enhance the relationships with their strategic portfolio of partners. You’re comfortable driving teams towards revenue targets, collaborating cross-functionally to build new playbooks, and navigating the complexities of a high-growth environment. You communicate and coach effectively to ensure your team members are delivering and developing at a high level. You thrive when you're turning "potential" into "results" and building the systems that allow your team to do their best work. Your Success Profile How You Will Do Your Work As a Manager, Channel Partnerships, how results are achieved is paramount for your success and that of our organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following: People-First Leadership: Invests deeply in the growth and development of Channel Partner Managers and builds a strong-identity team while setting clear expectations around performance and outcomes. Data-Driven Mindset: Uses data to inform decisions, track quota progress, assess partner impact, and continuously improve execution. Foundational Sales Knowledge: Utilize expert knowledge of the full sales lifecycle and actively partner with Sales to drive partner-sourced deals to close and beyond. Good Judgment: Applies critical thinking to ambiguous problems, assesses risk, and makes thoughtful decisions with imperfect information while developing proactive solutions to mitigate risks. Builder Mindset: Comfortable creating structure, programs, and processes in a fast-evolving environment, with an eye toward building scalable systems by making good and timely decisions that keep the organization moving forward. Results-Driven: Committed to consistently achieving goals with a clear focus on delivering results. Holds self and team accountable for pipeline and revenue outcomes while maintaining a long-term view of partner value. Clear Communication: Communicates priorities, feedback, and expectations clearly with internal and external stakeholders. In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for: Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others. Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others. Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude. Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example. Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler.”

Requirements

6–8 years of experience in partnerships, channel management, or related roles
Prior experience managing teams that support partner-sourced pipeline and revenue strongly preferred
Demonstrated success coaching quota-carrying, partner-facing individual contributors with a track record of excellence in driving teams to meet or exceed KPIs.
Experience building or scaling teams, programs, or processes in a growing or ambiguous environment
Track record of building robust partnerships relationships and executing complex partner agreements.
Strong cross-functional collaboration skills, particularly with Sales and Success teams
Experience using Salesforce or similar CRM tools
Excellent interpersonal and emotional intelligence skills
Impeccable organizational, written and verbal communication skills with acute attention to detail
Self-starter mindset with a willingness to roll up sleeves and support the team as needed

Nice To Haves

Experience working with partners in HR, benefits, accounting, professional services, or VC/PE a plus

Responsibilities

Lead, coach, and develop a team of Channel Partner Managers responsible for sourcing, supporting, and growing partner led pipeline
Scale the team through the strategic hiring, onboarding, and ongoing development of new Channel Partner Managers
Actively contribute to our high performing, people first team culture grounded in trust, development, and accountability
Monitor individual and team performance and support Channel Partner Managers in hitting quarterly quotas tied to partner sourced pipeline and closed revenue through focused coaching, prioritization, and removal of obstacles rather than individual deal ownership
Build and iterate on partner programs, playbooks, and engagement models across VC/PE, HR Consultants, Pilot Programs, and Associations
Use data and performance metrics to understand partner contribution to pipeline, identify trends, and guide team focus
Work closely with Sales leadership and individual sellers to support partner-sourced opportunities from lead submission through close and post-sale
Ensure strong handoffs, visibility, and accountability across Partnerships and Sales to maximize conversion and partner experience
Coordinate with Marketing, Partner Experience, and Partner Operations, to proactively support the development of partner-facing enablement, webinars, and co-branded initiatives by identifying and prioritizing relevant needs.
Work cross-functionally with Customer Success, Finance, Operations, and Product to advocate for partner needs and improve outcomes for both partners and their clients
Ensure the regular, systematic collection of partner feedback and ecosystem insights to inform program and product improvements
Act as a point of escalation for partner or process-related issues and help Channel Partner Managers navigate complex situations.
Handle general management responsibilities, such as conducting 1:1s, leading regular team meetings, generating weekly report-ups, and conducting annual performance reviews
Other duties as needed based on department and/or organizational needs