Channel Manager

ServiceUp; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive pay with equity

Medical, dental, and vision coverage

Flexible PTO and company holidays

Remote-friendly setup with home office

Learning and development budget

Wellness stipend

Paid parental leave

Job summary

ServiceUp is seeking a Channel Manager to build reseller and co-sell partnerships with FMS and telematics platforms. You will own the partner-sourced pipeline, lead quarterly reviews, and coordinate cross-functionally with Marketing, Product, and the AE team. Travel to partner events and customer meetings is expected.

You’ll bring 5+ years in quota-bearing channels, strong enablement program experience, and a proven ability to influence partner deals. Fleet/telematics experience is a major plus.

Qualifications

• 5+ years in a quota-carrying channel/alliances role (reseller, co-sell, ISV, or platform marketplace).
• Program-build experience with enablement MDF, deal registration, and incentives.
• Demonstrable co-sell mechanics: deal registration, joint account planning, QBRs, coaching partner sellers.
• Track record of YoY attainment across multiple roles; two-year minimum tenure.
• Influence without authority to prioritize your deals in partner pipelines.
• Partner economics fluency: reseller margins, referral fees, MDF ROI.
• Industry experience preferred: fleet/telematics/FMS; exposure to Geotab, Samsara, Motive, Verizon Connect, Fleetio, RTA, Lytx.
• Early-stage comfort: Series A/B exposure.
• Strong written and verbal communication; ability to negotiate SaaS agreements with legal partners.

Responsibilities

• Drive partner-sourced and partner-influenced pipeline with quarterly ARR targets.
• Lead operating cadence: QBRs, joint pipeline reviews, executive check-ins; forecast ROI.
• Navigate channel conflict; establish rules of engagement and resolve issues.
• Collaborate cross-functionally with Marketing, Product, and direct AE teams on joint deals.
• Represent ServiceUp externally; travel to partner events, QBRs, and customer meetings (25–40%).

Skills

Quota carrying

Channel/alliances

Co-sell mechanics

Influence without authority

Negotiation & deals

Presentation / communication

Job description

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 budgetWellness 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, 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.