Strategic Channel Partnerships Lead

serviceupcareers; Campbell (CA); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive equity & base

Medical, dental, vision

Flexible PTO

Remote-friendly setup

Learning & development budget

Wellness stipend

Parental leave

Job summary

ServiceUp in Campbell, CA is hiring a Channel Manager to build out reseller and co-sell partnerships with platforms our fleet customers use daily—FMS and telematics providers. You’ll own the playbook for recruiting, enabling, and co-selling with partners, driving a mix of partner-sourced and partner-influenced pipeline.

Reporting to the Head of Partnerships, you’ll lead joint account planning, QBRs, and engagement rules, collaborating with Marketing, Product, and Sales to maximize deals and ROI,

Qualifications

• 5+ years in a quota-carrying channel/alliances role (reseller, co-sell, ISV partnerships) with proven pipeline ownership.
• Experience standing up partnerships and enablement programs from scratch.
• Demonstrated co-sell mechanics: deal registration, joint account planning, QBRs.
• History of consistent attainment across roles; tenure indicates reliability.

Responsibilities

• Drive partner-sourced and partner-influenced pipeline with quarterly ARR targets.
• Lead operating cadence: QBRs, pipeline reviews, executive check-ins; forecast health and ROI.
• Manage channel conflicts by defining rules of engagement and resolving issues.
• Collaborate acrossMarketing, Product, and direct AE teams on joint campaigns and deals.
• Represent ServiceUp at partner events and customer meetings (25–40% travel).

Skills

Channel management

Program development

Co-sell mechanics

Track record

Influence skills

Partner economics

Industry experience

Early-stage

Communication

Job description

ServiceUp in Campbell, CA is hiring a Channel Manager to build out reseller and co-sell partnerships with platforms our fleet customers use daily—FMS and telematics providers. You’ll own the playbook for recruiting, enabling, and co-selling with partners, driving a mix of partner-sourced and partner-influenced pipeline.

Reporting to the Head of Partnerships, you’ll lead joint account planning, QBRs, and engagement rules, collaborating with Marketing, Product, and Sales to maximize deals and ROI,