Channel Partner Manager

The Clear Company; United States; Remote; USD 70,000 - 85,000; Full time

Benefits offered by this job

Flexible vacation

Medical/dental/vision insurance

401k with match

Pet insurance

Job summary

ClearCo is seeking a Channel Partner Manager for its Reseller Partnerships team, reporting to the Senior Director of Strategic Partnerships. This remote, full-time role focuses on managing a portfolio of reseller partners, including PEOs and payroll providers, to expand revenue and drive adoption across client bases.

You will own renewals, negotiate contracts, and guide partner sales enablement while aligning with Product and Support teams.

Qualifications

• 3+ years in account management, partner or channel management, or customer success in B2B SaaS, with ownership of expansion or renewal targets.

Responsibilities

• Carry a quota for expansion revenue across your reseller portfolio by identifying and closing upsell and cross-sell opportunities.
• Help partners grow share of their client base using usage data and partner insights.
• Equip partner sales and service teams with training, plays, and pricing guidance.
• Own reseller agreement renewals and contract negotiations, protecting gross revenue retention and growing net revenue retention.
• Maintain a plan for every partner covering stakeholder maps and growth targets.
• Lead quarterly business reviews to demonstrate ROI and set joint growth goals.
• Monitor partner and client health, surface churn risk early, and lead save plans with internal teams.
• Bring partner feedback and market trends to Product and leadership to influence our roadmap.

Skills

Account management

Channel management

Negotiation

CRM reporting

Tools

CRM tools

Job description

Missions are accomplished with people, driving towards a greater purpose. At ClearCo, our mission is to help our 3,000+ clients achieve theirs. When talking to our own team of A players, you'll find that it's not only the opportunity to drive this mission forward that keeps us thriving. It's the freedom, flexibility, and support ClearCo provides, which contributes to our professional development and the pursuit of our personal missions and passions outside of work. Learn more about our state of the art, cloud-based talent platform and why you should consider joining us here.

CHANNEL PARTNER MANAGER, RESELLER PARTNERSHIPS

Reports To: Senior Director, Strategic Partnerships

Job Type: Full-Time

Location: Remote

ABOUT THE ROLE

Listed in the Inc. 5000 for multiple consecutive years as the fastest-growing Talent Management platform in America, Clearco is expanding its Reseller Partnerships team to grow revenue within our existing reseller ecosystem.

As Channel Partner Manager, you will own a portfolio of reseller partners, including PEOs and regional payroll providers, who bring Clearco to their clients as part of their own offerings. You'll be responsible for retaining and growing these partners: upselling them into more of the Clearco platform, increasing adoption across their client bases, leading renewals, and making sure every partner and client realizes the full value of Clearco. This is a quota-carrying role that combines trusted-advisor account management with a commercial mindset: you'll know your partners' businesses well enough to spot growth opportunities before they do, and you'll have the skills to close them.

COMPENSATION

The base salary range for this position is $70,000 to $85,000, depending on experience and qualifications. This role is also eligible for performance-based variable compensation tied to expansion and retention goals, with on-target earnings (OTE) of $115,000 - $120,000 at 100% of target. A detailed compensation plan will be provided in writing at the time of offer.

WHO YOU'LL WORK WITH

• You will report to the Senior Director of Strategic Partnerships
• You will act as the liaison between your partners and Clearco's Product, Support, Implementation, Solutions Engineer, and Engineering teams, advocating for the best solution for each partner and their clients.
• Because our departments work so closely together, we are always looking to improve our processes. We welcome ideas and can't wait to hear yours.

WHAT YOU'LL OWN

• Partner expansion. Carry a quota for expansion revenue across your reseller portfolio by identifying and closing upsell and cross-sell opportunities, such as adding modules to a partner's offering or moving partners into expanded packages.
• Client attach rate and adoption. Help partners grow the share of their client base using Clearco, using usage data and partner insights to prioritize where to focus.
• Partner sales enablement. Equip partner sales and service teams to position, sell, and support Clearco with training, sales plays, and pricing guidance.
• Renewals and retention. Own reseller agreement renewals and contract negotiations, protecting gross revenue retention and growing net revenue retention.
• Account planning. Maintain a plan for every partner that covers stakeholder maps, whitespace analysis, product adoption, health scores, and growth targets.
• Business reviews. Lead quarterly business reviews that demonstrate ROI, share best practices, and set joint growth goals.
• Risk management. Monitor partner and client health, surface churn risk early, and lead save plans with Support, Implementation, and Product.
• Voice of the partner. Bring partner feedback and market trends to Product and leadership to influence our roadmap.

WHAT SUCCESS LOOKS LIKE

In your first 90 days, you'll:

• Learn Clearco's products, pricing, and packaging, and how Clearco creates value for our reseller partners and their clients.
• Take ownership of your partner portfolio: meet key stakeholders, assess partner health, and build account plans that identify expansion opportunities and risks.
• Build a pipeline of upsell and cross-sell opportunities and begin closing them.

Within your first 6 months, you'll:

• Establish yourself as a trusted advisor for your partners, working with all levels of their organizations to share best practices, overcome challenges, and achieve their business objectives.
• Become a subject matter expert in Clearco Talent Management, able to communicate value and influence buying decisions.
• Deliver against your expansion and retention targets with an accurate, consistent forecast.
• Establish control and consistency across your portfolio, with a regular business review cadence, clean CRM data, and proactive risk management.

WHAT WE'D LIKE YOU TO HAVE

• 3+ years in account management, partner or channel management, or customer success in B2B SaaS, with ownership of expansion or renewal targets.
• A proven track record of meeting or exceeding upsell, cross-sell, renewal, or net revenue retention goals.
• Experience negotiating renewals, contract changes, and pricing with customers or partners.
• Experience working with resellers, PEOs, payroll providers, or other channel partners that serve small and mid-sized businesses strongly preferred. Familiarity with reseller economics, such as wholesale pricing and partner margins, is a plus.
• Experience in HR technology or HCM preferred. A background in Human Resources is also valued.
• Strong technical aptitude, a problem-solving mentality, and the ability to distill difficult concepts into easy-to-understand stories.
• A consultative, data-driven approach, comfortable using product usage data and CRM reporting to find opportunities and manage risk.
• A strong sense of accountability and ownership, operating honestly and tactfully with partners and pushing back when required with an explanation of why it is in their best interest.
• Transferable skills will be considered.

WHAT YOU WILL LOVE ABOUT CLEARCO

• The people! Our employees and customers consistently say the best thing about ClearCo is our close-knit, exceptionally talented team. Check out our G2 reviews to see what people are saying about our solutions.
• A commitment to inclusion & belonging. Engagement = Inclusion. Your uniqueness powers our vision of a world where organizations perform optimally with empowered managers and engaged employees. Not only will you transform how we do business, but you will be a catalyst to change the world of work for our 3,000+ customers.
• Outstanding benefits. Flexible vacation, medical/dental/vision, 401k with match, and even pet insurance. We've got your back so you can live your best life. See the full list here.
• It's about Listening to Many and Executing as One. We listen to many voices, then we stack hands and move forward as one team. Learn more about all our core values here.
• Professional growth. We promote 24% of our team members annually compared to 11% across the industry, and we open new roles to our employees first.
• Our environment! We celebrate success and believe in transparency and teamwork to get us there. We invest in collaboration tools so you can meet with your team face to face. You can even drop in for a virtual coffee break, connect with your ClearCo mentor, or jump into a training session with our Learning Managers. Learn more here or check out our Great Places to Work Certification and Glassdoor reviews.

ClearCo is an equal opportunity employer. We support and encourage diversity.