Channel Manager

Join ServiceUp, a fast-growing startup in the fleet maintenance industry. As a Channel Manager, you will be responsible for building and managing reseller and co-sell partnerships with telematics and FMS providers. You will drive partner-sourced and partner-influenced pipeline, run the operating cadence, navigate channel conflict, and operate cross-functionally. The ideal candidate has 5+ years of experience in a quota-carrying channel/alliances role and a track record of consistent attainment.

• Build and manage reseller and co-sell partnerships with FMS and telematics providers.
• Drive partner-sourced and partner-influenced pipeline, owning a quarterly number for partner-sourced ARR.
• Run the operating cadence for partnerships, leading partner QBRs, joint pipeline reviews, and executive check-ins.

• The basics. Clear written and verbal communication, strong listener, organized, give-get negotiator, comfortable redlining SaaS agreements with legal partners
• Industry experience is strongly preferred. Fleet, telematics, FMS, or fleet maintenance/aftermarket SaaS. Direct experience working at or with Geotab, Samsara, Motive, Verizon Connect, Fleetio, RTA, or Lytx is a major plus
• Demonstrable co-sell mechanics. Deal registration, joint account planning, partner QBRs, coaching partner sellers
• Partner economics fluency. You can model reseller margin, referral fees, and MDF ROI in your head and defend it in front of a finance leader
• Program-build experience. You've stood up new partnerships, established enablement programs, MDF, deal reg, and incentives from scratch or near-scratch. You're comfortable without a playbook
• Influence without authority. You can get a partner rep — who doesn't work for you — to prioritize your deal over a competing ISV's deal in their pipeline. You know how because you've done it
• Early-stage comfort. You've worked at or near Series A/B stage and know what it feels like when the answer is "you tell us."
• 5+ years in a quota-carrying channel/alliances role - reseller, co-sell, ISV partnerships, or platform marketplace. You've personally built or scaled a partner-sourced pipeline motion, not just managed an existing book
• Track record of consistent attainment. YoY goal hits across multiple roles. Two-year minimum tenure is the bar; we make exceptions when the story is clear
• If you’re motivated by impact and aligned with our values, we want to hear from you. You don’t need to meet every single requirement — we care about your skills, drive, and how you work with a team