[Hiring] Channel Manager @ServiceUp

Role Description

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.

• 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.
• Resolve conflicts cleanly and learn from them.
• Operate cross-functionally.
• Partner with Marketing on co-marketing campaigns and MDF allocation.
• Collaborate with Product on partner-driven roadmap input.
• Work with our direct AE team on joint deals.
• Represent ServiceUp externally.
• Travel to partner events, QBRs, and joint customer meetings (~25–40%).

Qualifications

• 5+ years in a quota-carrying channel/alliances role.
• Experience with reseller, co-sell, ISV partnerships, or platform marketplace.
• Program-build experience.
• Demonstrable co-sell mechanics.
• Track record of consistent attainment.
• Influence without authority.
• Partner economics fluency.
• Industry experience is strongly preferred.
• Early-stage comfort.
• The basics: clear written and verbal communication, strong listener, organized, give-get negotiator, comfortable redlining SaaS agreements with legal partners.

Benefits

• Competitive pay with equity.
• Medical, dental, and vision coverage.
• Flexible PTO and company holidays.
• Remote-friendly setup with home office support.
• Learning and development budget.
• Wellness stipend to support your health and well-being.
• Paid parental leave.
• Benefits may vary by location and role.