Channel Manager

serviceupcareers; Campbell (CA); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive equity & base

Medical, dental, vision

Flexible PTO

Remote-friendly setup

Learning & development budget

Wellness stipend

Parental leave

Job summary

ServiceUp in Campbell, CA is hiring a Channel Manager to build out reseller and co-sell partnerships with platforms our fleet customers use daily—FMS and telematics providers. You’ll own the playbook for recruiting, enabling, and co-selling with partners, driving a mix of partner-sourced and partner-influenced pipeline.

Reporting to the Head of Partnerships, you’ll lead joint account planning, QBRs, and engagement rules, collaborating with Marketing, Product, and Sales to maximize deals and ROI,

Qualifications

• 5+ years in a quota-carrying channel/alliances role (reseller, co-sell, ISV partnerships) with proven pipeline ownership.
• Experience standing up partnerships and enablement programs from scratch.
• Demonstrated co-sell mechanics: deal registration, joint account planning, QBRs.
• History of consistent attainment across roles; tenure indicates reliability.

Responsibilities

• Drive partner-sourced and partner-influenced pipeline with quarterly ARR targets.
• Lead operating cadence: QBRs, pipeline reviews, executive check-ins; forecast health and ROI.
• Manage channel conflicts by defining rules of engagement and resolving issues.
• Collaborate acrossMarketing, Product, and direct AE teams on joint campaigns and deals.
• Represent ServiceUp at partner events and customer meetings (25–40% travel).

Skills

Channel management

Program development

Co-sell mechanics

Track record

Influence skills

Partner economics

Industry experience

Early-stage

Communication

Job description

About ServiceUp:

ServiceUp is reimagining a $200B+ industry with AI-powered orchestration for fleet and insurance vehicle repair. We’re the all-in-one platform bringing modern efficiency to a complex market. We’re trusted by some of the world’s largest and sophisticated fleets and insurers.

Our AI-powered platform automates the entire repair lifecycle, from the moment a vehicle needs service until it’s back on the road. By removing bottlenecks, providing real-time visibility, and streamlining decisions, we help customers reduce downtime, control costs, and keep operations running smoothly.

As one of the 100 fastest-growing startups in the United States, and backed by $55M in Series B funding, we're leading this transformation. Join us and help shape the future of vehicle repair.

About the Role:

ServiceUp is hiring a Channel Manager to build out our reseller and co-sell partnerships with the platforms our fleet customers already use every day — FMS and telematics providers like Geotab, Samsara, Motive, RTA Fleet, Verizon Connect, etc. Reporting to Brett Dashe, Co-founder and Head of Partnerships, this is a build role: you'll be the third hire on the partnerships team, and you'll own the playbook for how ServiceUp recruits, enables, and co-sells with FMS partners.

What You'll Do:

• Drive partner-sourced and partner-influenced pipeline. Own a quarterly number for partner-sourced ARR. Run joint account planning, coach partner sellers through ServiceUp deals, and keep partners activated with consistent cadence.
• Run the operating cadence. Lead partner QBRs, joint pipeline reviews, and executive check-ins. Forecast partner pipeline weekly and report on health, attainment, and ROI.
• Navigate channel conflict. Build and enforce rules of engagement between partner reps and ServiceUp direct AEs. When conflict happens (it will), resolve it cleanly and learn from it.
• Operate cross-functionally. Partner with Marketing on co-marketing campaigns and MDF allocation, with Product on partner-driven roadmap input, and with our direct AE team on joint deals.
• Represent ServiceUp externally. Travel to partner events, QBRs, and joint customer meetings (~25–40%).

What You'll Bring:

• 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.
• 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.
• Demonstrable co-sell mechanics. Deal registration, joint account planning, partner QBRs, coaching partner sellers.
• 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.
• 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.
• 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.
• 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.
• 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."
• The basics. Clear written and verbal communication, strong listener, organized, give-get negotiator, comfortable redlining SaaS agreements with legal partners.

Why You’ll Love Working Here:

We live our values every day: Team First, Work Smart, Own It, Be Bold, Push Boundaries. If that sounds like you, you’ll fit right in

What We Offer:

• Competitive pay with equity
• Medical, dental, and vision coverage
• Flexible PTO and company holidays
• Remote-friendly setup with home office support
• Learning and development budget
• Wellness stipend to support your health and well-being
• Paid parental leave

Benefits may vary by location and role.

Service Up is an equal opportunity employer committed to a diverse, inclusive workplace where everyone can do their best work.