Channel Sales Partnerships Manager

Ready to be a Titan?

About this Team: Channel Partnerships is the tip of the broader partnerships organization spear at ServiceTitan. 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 Partnership 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 Operations, Product Management, 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

• Build operational infrastructure and create repeatable processes to scale the team and our supporting partner programs, optimizing for efficiency, growth, and commercial value

• 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  

• 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