Channel Partnership Manager

Channel Partnership ManagerAbout the RoleWe 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 OverviewLocal 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 SummaryAs 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 ResponsibilitiesChannel Program DevelopmentDesign and implement a comprehensive channel partner program from inception, including partner tiers, incentive structures, enablement resources, and performance metricsDevelop partner onboarding processes, training programs, and certification frameworksCreate co-marketing programs, sales tools, and collateral to support partner successEstablish partner portals, deal registration systems, and reporting infrastructureDefine program policies, agreements, and rules of engagementPartner Recruitment & DevelopmentIdentify and recruit qualified reseller partners with strong presence in the regional grocery marketBuild a diverse partner ecosystem including VARs, ISVs, system integrators, and POS solution providersNegotiate partnership agreements and establish mutually beneficial business termsDevelop strategic relationships with key decision-makers at partner organizationsRevenue Generation & GrowthDrive channel-sourced revenue achievement through partner enablement and pipeline developmentCollaborate with partners to develop joint business plans with clear revenue targetsSupport partners throughout the sales cycle, providing technical and sales expertiseIdentify cross-sell and upsell opportunities within the partner ecosystemTrack, forecast, and report on channel pipeline and revenue performancePartner Enablement & SupportProvide comprehensive product training on our cloud-based SaaS platform and POS integrationsDevelop and deliver sales enablement workshops focusing on the grocery verticalCreate competitive positioning materials and vertical-specific use casesOffer ongoing technical and sales support to ensure partner successFacilitate knowledge sharing and best practices across the partner communityRelationship ManagementServe as primary point of contact for strategic partners, building trust and long-term relationshipsConduct regular business reviews to assess performance, address challenges, and identify growth opportunitiesCoordinate internal resources (sales, marketing, product, support) to support partner needsResolve partner conflicts and ensure smooth channel operationsFoster a collaborative partner community through events, forums, and networking opportunitiesRequired QualificationsExperience5+ years of channel sales or partnership management experience in B2B SaaS environmentsProven track record building channel programs from scratch or scaling existing programsDemonstrated success recruiting, enabling, and managing reseller partnershipsExperience selling cloud-based software solutions to the retail or grocery verticalStrong understanding of POS systems, integrations, and the grocery technology ecosystemHistory of meeting or exceeding channel revenue targetsTechnical KnowledgeDeep understanding of cloud-based SaaS business models and delivery methodsFamiliarity with POS systems (NCR, Oracle, Toshiba, etc.) and retail technology infrastructureKnowledge of API integrations and technical solution architectureUnderstanding of grocery store operations, workflows, and pain pointsSkills & CompetenciesExceptional relationship-building and interpersonal communication skillsStrategic thinking with ability to execute tacticallyStrong negotiation and contract management abilitiesExcellent presentation and public speaking capabilitiesData-driven approach to performance measurement and optimizationAbility to work independently and manage multiple priorities in a fast-paced environmentEntrepreneurial mindset with bias toward action