Channel Partner Manager
Recruit, onboard, enable, and grow channel partners like accountants and brokers to generate pipeline and revenue. Achieve quotas through co-selling, training, data-driven forecasting, and cross-functional collaboration in a high-growth environment.
About the job
Responsibilities
- Own and grow a portfolio of channel partners, including accountants, benefits brokers, HR consultants, VC/PE firms, pilot partners, and associations
- Proactively identify, recruit, onboard, and activate new partners
- Enable partners to successfully position and sell Justworks through training, resources, and ongoing coaching
- Carry and consistently achieve a quarterly quota tied to partner sourced pipeline and closed revenue
- Drive early partner activation by helping new partners reach their first deals quickly
- Work closely with Sales to support partner sourced opportunities from lead submission through close and post sale
- Use data to manage pipeline, forecast accurately, and prioritize effort across partners
- Conduct regular partner check-ins and strategic reviews to grow engagement and output
- Collaborate with Marketing, Partner Experience, and Partner Operations on partner facing programs such as enablement, webinars, and co-branded initiatives
- Work cross-functionally with customer success and operations to advocate for partner needs and improve outcomes for both partners and their clients
- Capture partner feedback and ecosystem insights to inform program and product improvements
Qualifications
- 4+ years of experience in B2B SaaS partnerships, channel management, or indirect sales
- Prior experience as a Partner Manager required
- Background in direct sales (AE, BDR/SDR, or similar) strongly preferred
- Proven track record of generating partner sourced pipeline and revenue
- Experience recruiting, enabling, activating, and scaling partners across the full partner lifecycle
- Comfort operating in multi-party ecosystems where partner, customer, and internal incentives must be aligned
- Strong cross-functional collaborator, especially with Sales, Marketing, and Product
- Experience with Salesforce and partner-related tools (PRMs, ecosystem platforms, or similar a plus)
- High EQ, strong ownership mindset, and ability to influence without authority
- Self starter who thrives in fast moving, evolving environments
Compensation
Base wage range: $109,000 - $125,000 (New York City office). Competitive On-Target Earnings inclusive of incentive compensation: $70,000.
Skills
Salesforce, B2B SaaS, Channel Management, Partner Recruitment, Partner Enablement, Pipeline Management, Revenue Forecasting, Cross-Functional Collaboration, Prms, Ecosystem Platforms
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