Role description
ServiceUpAbout the Role:
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.
What You'll Do:
- 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. When conflict happens (it will), resolve it cleanly and learn from it.
- Operate cross-functionally. Partner with Marketing on co-marketing campaigns and MDF allocation, with Product on partner-driven roadmap input, and with our direct AE team on joint deals.
- Represent ServiceUp externally. Travel to partner events, QBRs, and joint customer meetings (~25–40%).
What You'll Bring:
- 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.
- 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.
- Demonstrable co-sell mechanics. Deal registration, joint account planning, partner QBRs, coaching partner sellers.
- 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.
- 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.
- 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.
- 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.
- 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."
- The basics. Clear written and verbal communication, strong listener, organized, give-get negotiator, comfortable redlining SaaS agreements with legal partners.
Why You’ll Love Working Here:
We live our values every day: Team First, Work Smart, Own It, Be Bold, Push Boundaries. If that sounds like you, you’ll fit right in
What We Offer:
- 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.
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.
Service Up is an equal opportunity employer committed to a diverse, inclusive workplace where everyone can do their best work.