Channel Partnerships Lead — Co-Sell Growth

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

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.