Channel Manager

Kargo; Location (WV); On-site; USD 85,000 - 115,000; Full time

Job summary

Kargo, based in the United States, is looking for an experienced professional to identify and recruit partners in logistics and automation. You will have the chance to collaborate with our sales team and help drive complex enterprise deals while clearly communicating Kargo's value in real-time warehouse visibility.

This role requires deep knowledge of warehouse operations and a strong understanding of AI concepts like Computer Vision. Candidates should have at least 5 years of relevant experience and a technical degree.

Qualifications

• 5+ years of experience in channel sales or business development in B2B Supply Chain Tech.
• Deep understanding of inventory accuracy challenges and the 3PL landscape.
• Strong communication skills to explain complex concepts.

Responsibilities

• Identify and recruit partners in logistics and automation.
• Collaborate with sales to navigate complex enterprise deals.
• Lead workshops to support Kargo's platform.
• Ensure data integration with partners' systems.
• Track partner success metrics and optimize performance.

Skills

Channel sales experience

Partnerships and business development

Warehouse operations understanding

AI concepts communication

Enterprise sales cycle knowledge

Education

Bachelor's Degree in a technical discipline

Job description

At Kargo, our mission is to build a connective tissue between the physical world of freight and the digital ecosystem used to manage it. We believe that advancements in smart infrastructure are critical to enabling a safer and more efficient future for logistics. Our loading dock sensor platform verifies all incoming and outgoing freight, aggregating data that enables shippers and carriers to efficiently manage dock operations, switch out suppliers and understand material flow in real time.

We care deeply about delivering the best solutions for our customers. As a member of the Kargo team, you will have the opportunity to develop and deploy tomorrow’s hardware & software solutions and help revolutionize logistics.

Responsibilities

• Identify and recruit partners aligned with our core markets in the logistics and automation space who can benefit from adding autonomous inventory monitoring.
• Work alongside our sales team to navigate complex enterprise deals, ensuring the value proposition of real-time warehouse visibility is clearly communicated.
• Lead technical and commercial workshops to ensure partners can confidently pitch, demo, and support Kargo's platform.
• Collaborate with partners to ensure Kargo's data feeds seamlessly into their customers' existing Warehouse Management Systems (WMS) and ERP platforms.
• Collaborate with our customer success and deployment teams to ensure successful partner-led implementations.
• Enable partners to successfully position, sell, implement and support Kargo's solutions.
• Establish partner success metrics, track performance, and continuously optimize the ecosystem.

Experience

• 5+ years experience in channel sales, partnerships or business development, specifically within B2B Supply Chain Tech, Robotics, or Industrial AI.
• Deep understanding of warehouse operations, inventory accuracy challenges (shrinkage, misplacements), and the 3PL landscape.
• Experience discussing AI concepts like Computer Vision, Edge Computing, and API integrations.
• Excellent communication, translating complex "Physical AI" jargon into clear ROI for warehouse managers and C-suite executives.
• Strong understanding of enterprise sales cycles and complex deployments
• Bachelor's Degree in a technical discipline preferred.

Kargo is an equal opportunity/affirmative action employer committed to an inclusive and diverse workplace. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by law. We also consider qualified applicants with criminal histories consistent with applicable federal, state and local law.