Channel Manager

Responsibilities

• Identify and recruit partners aligned with our core markets in the logistics and automation space who can benefit from adding autonomous inventory monitoring.
• Work alongside our sales team to navigate complex enterprise deals, ensuring the value proposition of real-time warehouse visibility is clearly communicated.
• Lead technical and commercial workshops to ensure partners can confidently pitch, demo, and support Kargo's platform.
• Collaborate with partners to ensure Kargo's data feeds seamlessly into their customers' existing Warehouse Management Systems (WMS) and ERP platforms.
• Collaborate with our customer success and deployment teams to ensure successful partner-led implementations.
• Enable partners to successfully position, sell, implement and support Kargo's solutions.
• Establish partner success metrics, track performance, and continuously optimize the ecosystem.

Experience

• 5+ years experience in channel sales, partnerships or business development, specifically within B2B Supply Chain Tech, Robotics, or Industrial AI.
• Deep understanding of warehouse operations, inventory accuracy challenges (shrinkage, misplacements), and the 3PL landscape.
• Experience discussing AI concepts like Computer Vision, Edge Computing, and API integrations.
• Excellent communication, translating complex "Physical AI" jargon into clear ROI for warehouse managers and C-suite executives.
• Strong understanding of enterprise sales cycles and complex deployments.
• Bachelor's Degree in a technical discipline preferred.