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
