Channel Manager

ServiceUp is reimagining a $200B+ industry with AI-powered orchestration for fleet and insurance vehicle repair. We’re the all-in-one platform bringing modern efficiency to a complex market. We’re trusted by some of the world’s largest and most sophisticated fleets and insurers.

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. 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%).

• 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.