Channel Partner Manager

Summary

Justworks is a company dedicated to helping businesses streamline their operations and solve HR issues. They are seeking a Channel Partner Manager to build and manage relationships with partners, drive revenue growth, and support partner success through training and resources.

Responsibilities

• Own and grow a portfolio of channel partners, which may include accountants, benefits brokers, HR consultants, VC/PE firms, pilot partners, and associations
• Proactively identify, recruit, onboard, and activate new partners, not just manage an existing book
• Enable partners to successfully position and sell Justworks through training, resources, and ongoing coaching
• Carry and consistently achieve a quarterly quota tied to partner sourced pipeline and closed revenue
• Drive early partner activation by helping new partners reach their first deals quickly
• Work closely with Sales to support partner sourced opportunities from lead submission through close and post sale
• Use data to manage pipeline, forecast accurately, and prioritize effort across partners
• Conduct regular partner check-ins and strategic reviews to grow engagement and output
• Collaborate with Marketing, Partner Experience, and Partner Operations on partner facing programs such as enablement, webinars, and co-branded initiatives
• Work cross-functionally with customer success and operations to advocate for partner needs and improve outcomes for both partners and their clients
• Capture partner feedback and ecosystem insights to inform program and product improvements

Skills

• 4+ years of experience in B2B SaaS partnerships, channel management, or indirect sales
• Prior experience as a Partner Manager required
• Proven track record of generating partner sourced pipeline and revenue
• Experience recruiting, enabling, activating, and scaling partners across the full partner lifecycle
• Comfort operating in multi-party ecosystems where partner, customer, and internal incentives must be aligned
• Strong cross-functional collaborator, especially with Sales, Marketing, and Product
• High EQ, strong ownership mindset, and ability to influence without authority
• Self starter who thrives in fast moving, evolving environments
• Background in direct sales (AE, BDR/SDR, or similar) strongly preferred
• Experience with Salesforce and partner-related tools (PRMs, ecosystem platforms, or similar a plus)

Qualifications

Must Haves

• 4+ years of experience in B2B SaaS partnerships, channel management, or indirect sales
• Prior experience as a Partner Manager required
• Proven track record of generating partner sourced pipeline and revenue
• Experience recruiting, enabling, activating, and scaling partners across the full partner lifecycle
• Comfort operating in multi-party ecosystems where partner, customer, and internal incentives must be aligned
• Strong cross-functional collaborator, especially with Sales, Marketing, and Product
• High EQ, strong ownership mindset, and ability to influence without authority
• Self starter who thrives in fast moving, evolving environments

Nice to Haves

• Background in direct sales (AE, BDR/SDR, or similar) strongly preferred
• Experience with Salesforce and partner-related tools (PRMs, ecosystem platforms, or similar a plus)

Benefits

• Welcoming and casual environment
• Great benefits
• Wellness program offerings
• Company retreats
• Ability to interact with and learn from leaders in the startup community
• Incentive compensation
• Reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws
• Necessary support to candidates with disabilities who may require reasonable accommodations