Channel Manager

Join ServiceUp, a fast-growing startup in the fleet maintenance industry. As a Channel Manager, you will be responsible for building and managing reseller and co-sell partnerships with telematics and FMS providers. You will drive partner-sourced and partner-influenced pipeline, run the operating cadence, navigate channel conflict, and operate cross-functionally. The ideal candidate has 5+ years of experience in a quota-carrying channel/alliances role and a track record of consistent attainment.

About ServiceUp

If you’re motivated by impact and aligned with our values, we want to hear from you. You don’t need to meet every single requirement — we care about your skills, drive, and how you work with a team

Responsibilities

• Build and manage reseller and co-sell partnerships with FMS and telematics providers.
• Drive partner-sourced and partner-influenced pipeline, owning a quarterly number for partner-sourced ARR.
• Run the operating cadence for partnerships, leading partner QBRs, joint pipeline reviews, and executive check-ins.
• The basics. Clear written and verbal communication, strong listener, organized, give-get negotiator, comfortable redlining SaaS agreements with legal partners
• Partner economics fluency. You can model reseller margin, referral fees, and MDF ROI in your head and defend it in front of a finance leader
• Program-build experience. You've stood up new partnerships, established enablement programs, MDF, deal reg, and incentives from scratch or near-scratch. You're comfortable without a playbook

Requirements

• Demonstrable co-sell mechanics. Deal registration, joint account planning, partner QBRs, coaching partner sellers
• Influence without authority. You can get a partner rep — who doesn't work for you — to prioritize your deal over a competing ISV's deal in their pipeline. You know how because you've done it
• Early-stage comfort. You've worked at or near Series A/B stage and know what it feels like when the answer is "you tell us."
• 5+ years in a quota-carrying channel/alliances role - reseller, co-sell, ISV partnerships, or platform marketplace. You've personally built or scaled a partner-sourced pipeline motion, not just managed an existing book
• Track record of consistent attainment. YoY goal hits across multiple roles. Two-year minimum tenure is the bar; we make exceptions when the story is clear

Preferred

• Industry experience is strongly preferred. Fleet, telematics, FMS, or fleet maintenance/aftermarket SaaS. Direct experience working at or with Geotab, Samsara, Motive, Verizon Connect, Fleetio, RTA, or Lytx is a major plus