Channel Partner Manager

Justworks · New York, NY · 2 mo ago

HybridBusiness Development$109k–$125k/yrFull-time

Who We Are

At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people.

We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you.

We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team.

If this sounds like you, you’ll fit right in.

Who You Are

You’re a relationship-builder with a commercial mindset and a knack for turning partners into long-term revenue drivers.
You understand the channel ecosystem and know how to enable, support, and grow strategic partner relationships.
You’re comfortable owning revenue targets, collaborating cross-functionally, and navigating ambiguity in a high-growth environment.
You thrive when you're working across stakeholders, balancing service and strategy, and driving measurable results.

Your Success Profile

Good Judgment - Use critical thinking to analyze situations thoroughly, foresee potential issues, and develop proactive solutions to mitigate risks.
Consultative - takes an approach that focuses on building relationships with others, understanding their problems, and developing solutions to their challenges through open-ended questions and active listening.
Business Insight - apply knowledge of business and the marketplace to advance the organization’s goals.
Manages Complexity - make sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
Foundational Sales Knowledge - utilize expert knowledge of sales processes (prospecting, engaging, negotiating) and in-depth understanding of the market and trends to drive exchanges of value effectively.
Results-Driven - remain committed to achieving goals consistently, even under challenging circumstances, with a clear focus on delivering results.

What You Will Work On

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.

How You Will Do Your Work

Good Judgment - Use critical thinking to analyze situations thoroughly, foresee potential issues, and develop proactive solutions to mitigate risks.
Consultative - takes an approach that focuses on building relationships with others, understanding their problems, and developing solutions to their challenges through open-ended questions and active listening.
Business Insight - apply knowledge of business and the marketplace to advance the organization’s goals.
Manages Complexity - make sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
Foundational Sales Knowledge - utilize expert knowledge of sales processes (prospecting, engaging, negotiating) and in-depth understanding of the market and trends to drive exchanges of value effectively.
Results-Driven - remain committed to achieving goals consistently, even under challenging circumstances, with a clear focus on delivering results.

Qualifications

4+ years of experience in B2B SaaS partnerships, channel management, or indirect sales.
Prior experience as a Partner Manager required.
Background in direct sales (AE, BDR/SDR, or similar) strongly preferred.
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.
Experience with Salesforce and partner-related tools (PRMs, ecosystem platforms, or similar a plus).
High EQ, strong ownership mindset, and ability to influence without authority.
Self starter who thrives in fast moving, evolving environments.

Actual Compensation

This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $109,000 - $125,000 in our New York City office, and competitive On-Target Earnings, inclusive of incentive compensation, of $70,000. Final offers may vary from those listed. *Incentive compensation is not guaranteed, and earning is subject to the terms and conditions of the applicable incentive compensation plan.