Channel Partnerships Lead - Remote & Equity Options

ServiceUp Inc.; Campbell (CA); 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 and manage reseller and co-sell partnerships with FMS and telematics platforms. You will own the playbook for recruiting, enabling, and co-selling with partners, reporting to the Co-founder and Head of Partnerships.

You’ll drive partner-sourced pipeline, run joint account planning, and lead cross-functional collaboration with Marketing, Product, and the direct AE team. Expect 25–40% travel.

Qualifications

• 5+ years in a quota-carrying channel/alliances role (reseller, co-sell, ISV partnerships)
• Built or scaled a partner-sourced pipeline motion
• Demonstrated co-sell mechanics: deal registration, joint planning, QBRs
• Proven YoY attainment across roles; two-year tenure typical
• Influence to prioritise your deals with partner reps not directly under you
• Fluency in partner economics: margins, referral fees, MDF ROI, finance-facing

Responsibilities

• Drive partner-sourced and partner-influenced pipeline with quarterly ARR targets
• Lead operating cadence: QBRs, pipeline reviews, executive check-ins
• Manage partner-rep vs direct AE engagement and resolve conflicts
• Collaborate cross-functionally with Marketing, Product, and direct sales teams
• Represent ServiceUp at partner events, QBRs, and customer meetings (25–40% travel)

Skills

Quota-carrying channels

Channel partnerships

Enablement programs

Co-sell mechanics

Attainment track record

Influence without authority

Job description

ServiceUp is seeking a Channel Manager to build and manage reseller and co-sell partnerships with FMS and telematics platforms. You will own the playbook for recruiting, enabling, and co-selling with partners, reporting to the Co-founder and Head of Partnerships.

You’ll drive partner-sourced pipeline, run joint account planning, and lead cross-functional collaboration with Marketing, Product, and the direct AE team. Expect 25–40% travel.