Channel Manager
Manages channel partnerships in logistics and automation, recruiting partners, leading workshops, and integrating Kargo's inventory platform with WMS/ERP systems. Requires 5+ years in channel sales or business development in B2B supply chain tech.
About the job
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.
Skills
Warehouse Management Systems, Wms, ERP, Computer Vision, Edge Computing, API Integrations, Supply Chain Tech, Robotics, Industrial Ai, 3Pl, Enterprise Sales
Similar jobs
Partnerships jobs
Gusto
Atlanta, GAManages strategic accounting-firm partnerships for Gusto Pro, driving retention, adoption, renewals, upsells, and new partner growth. Requires 5+ years in partner or sales roles, complex contract negotiation experience, accounting-firm expertise, and strong CRM and AI workflow proficiency.
Replit
Foster City, CA
Own strategic product partnerships across consumer technology, AI, cloud, infrastructure, and payments. The role combines partner negotiation, technical integration scoping, product judgment, and cross-functional execution through launch and measurement.
Clay
New York, NY
Build and scale Clay’s investor partnership channel to generate pipeline, accelerate deals, and strengthen customer relationships. The role requires 3+ years in partnerships or a similar field, strong executive presence, excellent communication, and process-building skills.
Fluent
New York, NY
Coordinates partnership program operations across product, campaign strategy, data, and account teams. The role manages reporting, dashboards, financial models, campaign QA, documentation, and operational execution, requiring 3–5 years of business operations experience.
Apollo
United States
Own Apollo’s partnerships across foundation model companies, agent harnesses, and AI-native platforms while identifying and launching new integration surfaces. The role requires 5+ years in technical partnerships or developer relations, strong API and MCP fluency, and experience navigating emerging ecosystems.