Channel Partnership Manager

About the Role

We are seeking an experienced Channel Partnership Manager to build and scale our channel partner ecosystem, driving revenue growth through strategic reseller partnerships. This role will be instrumental in establishing our channel program from the ground up and expanding our market presence in the regional grocery store sector through indirect sales channels.

Company Overview

Local Express provides innovative cloud-based SaaS solutions designed specifically for regional grocery stores, integrating seamlessly with modern point-of-sale systems to streamline operations, enhance customer experience, and drive business growth.

Position Summary

As Channel Partnership Manager, you will architect and execute our channel partnership strategy, identifying, recruiting, and enabling reseller partners to expand our market reach. You will be responsible for building a scalable channel program that drives significant revenue growth while maintaining strong partner relationships and ensuring mutual success.

Key Responsibilities

Channel Program Development

Design and implement a comprehensive channel partner program from inception, including partner tiers, incentive structures, enablement resources, and performance metrics
Develop partner onboarding processes, training programs, and certification frameworks
Create co-marketing programs, sales tools, and collateral to support partner success
Establish partner portals, deal registration systems, and reporting infrastructure
Define program policies, agreements, and rules of engagement

Partner Recruitment & Development

Identify and recruit qualified reseller partners with strong presence in the regional grocery market
Build a diverse partner ecosystem including VARs, ISVs, system integrators, and POS solution providers
Negotiate partnership agreements and establish mutually beneficial business terms
Develop strategic relationships with key decision-makers at partner organizations

Revenue Generation & Growth

Drive channel-sourced revenue achievement through partner enablement and pipeline development
Collaborate with partners to develop joint business plans with clear revenue targets
Support partners throughout the sales cycle, providing technical and sales expertise
Identify cross-sell and upsell opportunities within the partner ecosystem
Track, forecast, and report on channel pipeline and revenue performance

Partner Enablement & Support

Provide comprehensive product training on our cloud-based SaaS platform and POS integrations
Develop and deliver sales enablement workshops focusing on the grocery vertical
Create competitive positioning materials and vertical-specific use cases
Offer ongoing technical and sales support to ensure partner success
Facilitate knowledge sharing and best practices across the partner community

Relationship Management

Serve as primary point of contact for strategic partners, building trust and long-term relationships
Conduct regular business reviews to assess performance, address challenges, and identify growth opportunities
Coordinate internal resources (sales, marketing, product, support) to support partner needs
Resolve partner conflicts and ensure smooth channel operations
Foster a collaborative partner community through events, forums, and networking opportunities

Required Qualifications

Experience

5+ years of channel sales or partnership management experience in B2B SaaS environments
Proven track record building channel programs from scratch or scaling existing programs
Demonstrated success recruiting, enabling, and managing reseller partnerships
Experience selling cloud-based software solutions to the retail or grocery vertical
Strong understanding of POS systems, integrations, and the grocery technology ecosystem
History of meeting or exceeding channel revenue targets

Technical Knowledge

Deep understanding of cloud-based SaaS business models and delivery methods
Familiarity with POS systems (NCR, Oracle, Toshiba, etc.) and retail technology infrastructure
Knowledge of API integrations and technical solution architecture
Understanding of grocery store operations, workflows, and pain points

Skills & Competencies

Exceptional relationship-building and interpersonal communication skills
Strategic thinking with ability to execute tactically
Strong negotiation and contract management abilities
Excellent presentation and public speaking capabilities
Data-driven approach to performance measurement and optimization
Ability to work independently and manage multiple priorities in a fast-paced environment
Entrepreneurial mindset with bias toward action

Local Express

Open Positions

Channel Partnership Manager