Channel Manager - Distribution Partnerships

About TelemetryOS

The Role

Key Responsibilities

• Build the partner pipeline: Identify and recruit high-potential channel partners, VARs, System Integrators, Distributors, ISOs, and Wholesalers—who align with our ICP and can drive real revenue
• Qualify ruthlessly: Not every partner is worth the investment. Develop frameworks to assess partner potential, commitment, and fit before onboarding
• Create enablement programs: Build training, certification, and sales enablement resources that make partners successful. If they can't sell it, they won't
• Drive partner activation: Move partners from signed to selling. Track activation metrics and intervene when partners stall
• Architect the channel program: Design tiering structures, incentive programs, deal registration, and rules of engagement that scale
• Own channel metrics: Track partner performance, revenue attribution, and program ROI. Use data to double down on what works

Who You Are

Mindset Over Resume

• Architect mentality - You don't just manage partners—you design systems. You see a channel program as an interconnected machine and know which levers to pull
• Relationship builder - You build genuine trust. Partners take your calls because you've delivered value, not because you're checking in
• Commercially sharp - You understand unit economics, margin structures, and how to build deals that work for everyone
• Strategically patient, tactically urgent - Building channels takes time. You think in 12-month arcs while driving weekly progress
• Resourceful - You'll build this from scratch. You're comfortable with ambiguity and know how to make progress without a playbook
• Competitive - You want TelemetryOS in every partner's portfolio. You know who we're competing against for partner mindshare, and you intend to win

The Deal

• Larger partner targets and strategic accounts
• Budget to build out channel marketing and enablement
• Path to Director/VP of Partnerships
• Input on how we structure our go-to-market

Required Qualifications

• 3+ years in channel sales, partner management, or business development in B2B SaaS or technology
• Track record of recruiting and enabling partners that generate meaningful revenue
• Experience with at least one partner type: VARs, System Integrators, Distributors, or ISOs
• Strong commercial acumen—you can structure deals, negotiate contracts, and model economics
• Excellent communication skills—you can present to partner executives and train partner sales teams
• Self-directed and organized—you can manage a portfolio of partners without things falling through cracks
• Legally authorized to work in Canada

Preferred Qualifications

• Experience in digital signage, AV, retail tech, or adjacent industries
• Background building channel programs from scratch (not just inheriting existing partners)
• Familiarity with partner ecosystems: AV integrators, IT resellers, managed service providers
• Experience with channel tools: PRMs (Impartner, Channeltivity), partner portals, deal registration systems
• Understanding of recurring revenue models and how they affect partner economics

Tools You'll Learn

• CRM: Pipedrive (partner pipeline tracking)
• Partner Management: PRM platform for portal, deal registration, enablement
• Enablement: LMS, video training, certification platforms
• AI assistants: Claude Code, ChatGPT for partner research and content creation

What We Offer

• Compensation: $90,000 - $120,000 CAD base + uncapped commission tied to partner-sourced revenue (OTE $130,000 - $170,000)
• Career path: Clear progression to Director/VP of Partnerships as channel scales
• Hybrid work: 2-3 days/week in Vancouver office (flexibility for 30% partner travel)
• Benefits: Health and dental coverage
• Travel budget: Resources for partner visits, trade shows, and relationship building
• Ownership: You're building this function—shape it the way you think it should work
• Culture: Small team, low ego, high standards

How to Apply

1. Resume - Keep it simple. Highlight partner revenue you've driven and channels you've built.
2. Cover Letter - Tell us about a partner relationship you built from scratch that generated significant revenue. What made it work? Also: If you were building TelemetryOS's channel program, which partner type would you prioritize first and why?
3. Who Do You Learn From? - Name 3 thought leaders you follow in channel sales, partnerships, or SaaS go-to-market (on LinkedIn, X, podcasts, wherever). For each one: why do you follow them, and link your favorite piece of their content. This tells us how you stay sharp.
4. 2-Minute Video - Record from your phone or desktop. Walk us through how you'd approach recruiting your first 5 channel partners for TelemetryOS. What's your process? What would you look for? Use AI tools to make your video stand out.

Compensation