Channel Manager

ServiceUp; Campbell (CA); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Competitive pay with equity

Medical, dental, and vision coverage

Flexible PTO and holidays

Remote-friendly setup with home office

Learning and development budget

Wellness stipend

Job summary

ServiceUp is seeking a Channel Manager in Campbell, CA to build and scale reseller and co-sell partnerships with FMS and telematics ecosystems. You’ll own partner-sourced pipeline, enable partner sellers, and drive joint account planning to accelerate ARR growth.

The role requires 5+ years in quota-carrying channel roles, program-building experience, and a track record of successful co-sell motions. Remote-friendly, with in-person collaboration as needed.

Qualifications

• 5+ years in a quota-carrying channel/alliances role with partner-sourced pipeline.
• Experience standing up partnerships, enablement programs, MDF, deal reg, incentives.
• Demonstrated co-sell mechanics: joint planning, QBRs, and deal coaching.
• Proven track record of hitting goals across roles, with multi-year tenure.
• Ability to influence partners to prioritize deals and navigate conflicts.
• Fluency in partner economics: margins, referral fees, MDF ROI.
• Industry experience with Geotab, Samsara, Motive, Verizon Connect, etc. preferred.
• Comfort working in early-stage startup environments.
• Clear communication, listener, negotiator, and SaaS agreement sense.

Responsibilities

• Drive partner-sourced and partner-influenced pipeline.
• Run operating cadence: QBRs, pipeline reviews, executive checks.
• Navigate channel conflict, define rules of engagement and resolve issues.
• Operate cross-functionally with Marketing, Product, and direct AE teams.
• Represent ServiceUp at partner events and joint customer meetings.

Skills

5+ years in a quota-carrying channel/"

Program-build experience

Demonstrable co-sell mechanics

Track record of consistent attainment

Influence without authority

Partner economics fluency

Industry experience strongly preferred

Early-stage comfort

The basics

Job description

Channel Manager

ServiceUp Campbell, California, United States

About this position

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 most 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. 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.

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.

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