Channel Sales Manager

Job Description for Channel Sales Manager, Channel Partnerships

Ready to be a Titan?

About this Team: Channel Partnerships is the tip of the Business Development spear. We are a highly strategic team responsible for assessing, validating, building and launching new business opportunities to accelerate growth at ServiceTitan while making a meaningful impact to our customers. Specifically, Channel Partnerships bolsters ServiceTitan’s Sales organization by building and managing a network of alliance partnerships that drives indirect sales outcomes, extending ServiceTitan’s market reach, expanding our product suite, and accelerating the creation of new logo acquisition opportunities.  We've driven exponential revenue growth and will be instrumental in continuing that trajectory through 2025 and beyond. Our team is composed of intellectually curious, hardworking, self-starting, and customer-oriented individuals who act with intentional urgency in accomplishing company-wide objectives. At ServiceTitan, our goal is to build innovative products, provide extraordinary services & become THE operating system of the Trades industries.

About this Role: The Channel Sales Manager is an integral, highly-visible role contributing to the overall success of our team. In this role, you will design, drive, manage, and optimize an alliance program that accelerates our entry into new markets or solidifies our footing in existing ServiceTitan segments. You will create and own ServiceTitan’s blueprint for a co-selling strategy,  continuously refining how best to go to market with our channel partners, under the mandate of driving Enterprise pipeline with our most strategic partners as well as newly identified and prioritized partners. This role will focus on integrations and partnerships within our Accounting, Association, and Supply Chain functions but can span across all partner categories capable of supporting our overall channel strategy. 

These partnerships and integrations are critical to our ability to acquire and keep customers, by preserving continuity within their day-to-day operational workflows and complementing ServiceTitan’s suite of best-in-class capabilities. Balancing both hard and soft skills, the Channel Sales Manager is equally at ease building a complex customer workflow gap analysis as they are negotiating commercial deal terms with a prospective partner. The ideal candidate will have direct experience managing channel partnerships end-to-end and collaborating with technical and business stakeholders (e.g., Sales, Customer Success, Enablement, R&D, etc.) to drive positive business outcomes.

This individual will have a well-rounded background -- including strategic thinking, data analysis, and program management -- potentially drawing from a wide array of previous roles such as Partnerships, Business Development, Channel Sales, or Management Consulting.

If you are a talented and experienced team player interested in shaping company strategy and helping ServiceTitan increase its market leadership in a massive and growing set of global industries, we’d love to hear from you.

What you’ll Do: 

• Manage the entire lifecycle of a partnership end-to-end, including identifying a partnership use-case, building a business case, evaluating partner candidates, negotiating deal terms, launching and program managing roll-out, enabling internal and external teams, and bringing the partnership to market

• Drive and manage channel pipeline alongside a portfolio of partners, through  ‘white glove’ engagement, field events, cross-selling strategies, and financial incentives

• Build and refine a library of assets that helps enable partner customer facing teams to co-sell a best-in-class integrated solution

• Work alongside Customer-facing teams (e.g., Sales, Customer Success, Support) and ServiceTitan Enablement to support the roll out of integration solutions, referral campaigns, and joint marketing initiatives  

• Analyze customer and sales data to identify gaps in our product integration footprint and inform fiscal year planning and team objectives

• Work with ServiceTitan executive leaders to support live sales deals of highly strategic prospective customers, providing relevant subject matter expertise and recommendations on building best-in-class workflows and leveraging our partner ecosystem

• Liaise with ServiceTitan Sales and channel partners to create and execute on net-new processes required to manage lead flow

• Create and execute on detailed plans for local, regional, and national events alongside ServiceTitan Events Planning Team that lay out key objectives, roles & responsibilities, staffing requirements,target customer engagement, post mortems, and more

• Manage and evaluate the ongoing success of existing partnerships and integrations by defining and tracking key metrics and success criteria and supporting internal teams in addressing customer escalations

What you’ll Bring: 

• 8+ years of relevant work experience 

• Bachelor's Degree; MBA or equivalent experience preferred

• Direct experience with building and managing co-selling motions with channel partners

• Ability to source, design, negotiate and implement net-new partnerships

• Ability to develop and execute joint go-to-market strategies

• Ability to work autonomously, to meet tight deadlines, and to thrive in a fast paced environment with shifting priorities

• Demonstrated excellence in cross-functional verbal and written communication, with the ability to simplify and explain complex problems to stakeholders of all levels

• Excellent organizational skills with a demonstrated ability to multitask and handle multiple priorities appropriately

• High motivation, initiative and positive attitude

• Knowledge of Trades Industries preferred

Be Human With Us:

Being human isn’t about checking every box on a list. It’s about the experiences we have, people we meet, and the perspectives we share. So, if you have the skills but are hesitant to apply because of your background, apply anyway. We need amazing people like you to help us challenge the conventional and think differently about the problems that we’re solving. We’re in this together. Come be human, with us. 

What We Offer:
When you join our team, you’re not just accepting a job. You’re making a career move. Here’s how we’ll support you in doing some of the most impactful work of your career:

• Flextime, recognition, and support for autonomous work: Flexible time off with ample learning and development opportunities to continue growing your career. We offer a comprehensive onboarding program, leadership training for Titans at all levels, and other programs and events. Great work is rewarded through Bonusly, peer-nominated awards, and more.

• Holistic health and wellness benefits: Company-paid medical, dental, and vision (with 100% employer paid options and 90% coverage for dependents), FSA and HSA, 401k match, and telehealth options including memberships to One Medical.

• Support for Titans at all stages of life: Parental leave and support, up to $20k in fertility services (i.e. IUI and IVF), surrogacy, and adoption reimbursement, on demand maternity support through Maven Maternity, free breast milk shipping through Maven Milk, pet insurance, legal advisory services, financial planning tools, and more.

At ServiceTitan, we celebrate individuality and uniqueness. We believe that the convergence of fresh perspectives and experiences from all walks of life is what makes our product and culture so great. We strongly encourage people from underrepresented groups to apply. We do not discriminate against employees based on race, color, religion, sex, national origin, gender identity or expression, age, disability, pregnancy (including childbirth, breastfeeding, or related medical condition), genetic information, protected military or veteran status, sexual orientation, or any other characteristic protected by applicable federal, state or local laws.

ServiceTitan is committed to fair and equitable compensation for all of our employees. We thoughtfully consider a wide range of factors when determining individual compensation.The expected salary range for this role for candidates residing in the United States is between $136,600 USD - $182,600 USD. Compensation for candidates residing outside the United States will vary by location and the specific salary range will be discussed during the hiring process. Actual compensation for an individual may vary depending on skills, performance over time, qualifications, experience, and location. In addition to the base salary, the total compensation package also includes an annual bonus, equity and a holistic suite of benefits.