Channel Partnerships Manager, Justworks
$137.5-151.3k
Competitive On-Target Earnings, inclusive of incentive compensation, of $70,000
Business operations platform
Be an early applicant
Business operations platform
1001+ employees
Be an early applicant
$137.5-151.3k
Competitive On-Target Earnings, inclusive of incentive compensation, of $70,000
1001+ employees
Company mission
Justworks' mission is to help entrepreneurs and businesses grow with confidence.
Role
Who you are
- You’re a relationship-builder and a strategist with a commercial mindset and a talent for mentorship. You understand the nuances of the channel ecosystem and how to empower your team to enhance the relationships with their strategic portfolio of partners.
- You’re comfortable driving teams towards revenue targets, collaborating cross-functionally to build new playbooks, and navigating the complexities of a high-growth environment.
- You communicate and coach effectively to ensure your team members are delivering and developing at a high level. You thrive when you're turning "potential" into "results" and building the systems that allow your team to do their best work
- 6–8 years of experience in partnerships, channel management, or related roles
- Prior experience managing teams that support partner-sourced pipeline and revenue strongly preferred
- Demonstrated success coaching quota-carrying, partner-facing individual contributors with a track record of excellence in driving teams to meet or exceed KPIs
- Experience building or scaling teams, programs, or processes in a growing or ambiguous environment
- Track record of building robust partnerships relationships and executing complex partner agreements
- Strong cross-functional collaboration skills, particularly with Sales and Success teams
- Experience using Salesforce or similar CRM tools
- Excellent interpersonal and emotional intelligence skills
- Impeccable organizational, written and verbal communication skills with acute attention to detail
- Self-starter mindset with a willingness to roll up sleeves and support the team as needed
- Experience working with partners in HR, benefits, accounting, professional services, or VC/PE a plus
What the job involves
- Lead, coach, and develop a team of Channel Partner Managers responsible for sourcing, supporting, and growing partner led pipeline
- Scale the team through the strategic hiring, onboarding, and ongoing development of new Channel Partner Managers
- Actively contribute to our high performing, people first team culture grounded in trust, development, and accountability
- Monitor individual and team performance and support Channel Partner Managers in hitting quarterly quotas tied to partner sourced pipeline and closed revenue through focused coaching, prioritization, and removal of obstacles rather than individual deal ownership
- Build and iterate on partner programs, playbooks, and engagement models across VC/PE, HR Consultants, Pilot Programs, and Associations
- Use data and performance metrics to understand partner contribution to pipeline, identify trends, and guide team focus
- Work closely with Sales leadership and individual sellers to support partner-sourced opportunities from lead submission through close and post-sale
- Ensure strong handoffs, visibility, and accountability across Partnerships and Sales to maximize conversion and partner experience
- Coordinate with Marketing, Partner Experience, and Partner Operations, to proactively support the development of partner-facing enablement, webinars, and co-branded initiatives by identifying and prioritizing relevant needs
- Work cross-functionally with Customer Success, Finance, Operations, and Product to advocate for partner needs and improve outcomes for both partners and their clients
- Ensure the regular, systematic collection of partner feedback and ecosystem insights to inform program and product improvements
- Act as a point of escalation for partner or process-related issues and help Channel Partner Managers navigate complex situations
- Handle general management responsibilities, such as conducting 1:1s, leading regular team meetings, generating weekly report-ups, and conducting annual performance reviews
- Other duties as needed based on department and/or organizational needs
- As a Manager, Channel Partnerships, how results are achieved is paramount for your success and that of our organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following:
- People-First Leadership: Invests deeply in the growth and development of Channel Partner Managers and builds a strong-identity team while setting clear expectations around performance and outcomes
- Data-Driven Mindset: Uses data to inform decisions, track quota progress, assess partner impact, and continuously improve execution
- Foundational Sales Knowledge: Utilize expert knowledge of the full sales lifecycle and actively partner with Sales to drive partner-sourced deals to close and beyond
- Good Judgment: Applies critical thinking to ambiguous problems, assesses risk, and makes thoughtful decisions with imperfect information while developing proactive solutions to mitigate risks
- Builder Mindset: Comfortable creating structure, programs, and processes in a fast-evolving environment, with an eye toward building scalable systems by making good and timely decisions that keep the organization moving forward
- Results-Driven: Committed to consistently achieving goals with a clear focus on delivering results. Holds self and team accountable for pipeline and revenue outcomes while maintaining a long-term view of partner value
- Clear Communication: Communicates priorities, feedback, and expectations clearly with internal and external stakeholders
Our take
Justworks operates in an increasingly crowded space of all-in-one business operation suites, that include tools like human resources, payroll, employee management, benefits, and others that businesses critically need to operate as they scale.
Globally, human resource management has become an extremely fertile field, worth over $20 billion annually and predicted to grow to over $50 billion annually by 2030 - creating great opportunity for Justworks to continue to grow. The company is regarded as a market leader, but does see competition in the shape of Paychex Flex, Rippling, Paylocity, and TriNet, among others.
Solutions delivered by Justworks have proven to be extremely popular with SMEs, and this has not gone unnoticed by investors, with the company picking up exceptional amounts of funding. Justworks is known to have sights on going public, though action towards this end has been delayed until global mass-market conditions have settled from a period of volatility. However, the company's 2024 acquisition of the international employment-of-record (EOR) company Via is a promising sign of it's continued strength.
Steph
Company Specialist at Welcome to the Jungle
Insights
24% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Nov 2023
$16.9m
LATE VC
Jan 2020
$50m
SERIES E
Total funding: $159.9m
Company benefits
- Paid volunteer work.
- Paid parental leave.
- Work from home opportunities.
- Medical, dental, and vision insurance, plus access to One Medical, Kindbody, and Teladoc.
- Premium access to Headspace, ClassPass stipends, and webinars to support your overall wellness on topics like nutrition, budgeting, mindfulness, and more.
- All Justworks offers include equity, and Justworkers can continue to earn more over time with promotions and tenure.
- Extensive learning & development opportunities through workshops, ExecOnline, Udemy, and BetterUp coaching.
- Engineering Apprenticeship program that supports internal movement and growth
Company HQ
Fulton Ferry District, NY
Leadership
Isaac Oates
(Founder & Directive)Experience as a Senior Product Manager at Amazon before founding Adtuitive and serving as COO for a year. Left this position to spend 3 years as a VP at Etsy, before founding Justworks.
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