Remote Job Description

Zapier is looking for a Sr. Channel Manager to develop our Channel Partner strategy and build a team of channel managers to help Zapier better enable upmarket customers. We’re looking for a leader who knows how to build a program from scratch and hire a team to enable our GTM strategy.

The Channel Team at Zapier is responsible for building a network of partners that can help drive new upmarket customers who would benefit from automation as well as enabling deeper implementations to ensure our customers are set up for success. Channel Partners are critical to this effort in that they can both support our prospects and customers but also serve as a new source of pipeline and revenue.

This person will be building upon the foundation of our Experts program, our certified implementation consultant program, but we’ll also be looking for this person to build and prioritize net new initiatives to drive new upmarket customer relationships for Zapier.

This role will be crucial to establishing the foundation for Channel Partners at Zapier.

Zapier is on a mission to make automation work for everyone—and our global, all-remote team is what makes this work possible. If you’re interested in advancing your career at a fast-growing, profitable, impact-driven company, then read on…

About You
  • 6 yrs+ previous experience of driving channel sales ideally within the same product category and channel
  • Experience selling in PLG motions via channel partnerships
  • Experience managing partner relationships that are based in developing and delivering service offerings tied to vendor product
  • Effective communicator with excellent interpersonal skills and an ability to build strong relationships with partners and Zapier teams
  • Driven, highly motivated and results-driven
  • You share our values and work in accordance with those values.
Things You’ll Do
  • Develop and help execute channel strategy globally
  • Responsible for the day-to-day business operations - exceed quarterly and annual bookings quota, new logo objectives, goals for partner-connected sales, targets for partner deal registrations, and achievement against quarterly MBOs
  • Drive the success of our partner program through recruitment, onboarding, enablement, sales alignment, executive relationship management, and demand generation
  • Provide strategic guidance and leadership to a team of Channel Managers (that you’ll hire) while working closely with Partner Programs, Partner Marketing, Partner Enablement, Sales and Customer Success in a fast-paced, still-evolving, cross-functional team environment
  • Act as a player and coach; build, maintain, and manage relationships with key current and prospective channel partners.
  • Instill a disciplined cadence of partner pipeline reviews with the Channel Managers and prioritized partners
  • Collaborate with the sales, marketing, product, and operations team to drive channel revenue growth
  • Sell through partner organizations to end users in coordination with internal stakeholders
  • Manage direct/channel conflict by fostering excellent communication between the channel and direct teams
  • Ensures partner compliance with Channel Partner programs and agreements
  • Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
  • Identifies partner GTM &/or services offerings; working with partner sales resources, marketing, etc. develop & launch offerings to point of incremental joint revenue achievement
  • Builds relationships with technology vendors to identify mutual greenfield opportunities with shared partners

The Whole Package
Our fully remote, distributed environment enables us to work with awesome people from around the world. Our team members work from 38 different countries. We generally hire based on time zones and try to keep teams together by making sure that every Zapien overlaps with their manager & teammates for at least a few hours a day.

Zapier offers:

  • Competitive salary and bonus program
  • Equity for All: Stock options (or equivalent) for every Zapien
  • Healthcare + dental + vision coverage*
  • Fertility and Adoption Assistance
  • Retirement plan with 4% company match*
  • $2,000 annual learning stipend for use on courses, conferences, and more—your choice
  • Annual all-company retreat
  • 14 weeks paid leave for new parents of biological or adopted children
  • Customized Zapiversary rewards on your 1, 3, 5, 7 and 10 year work anniversaries
  • Leading-edge equipment. We set you up with an Apple laptop and provide an additional budget for you to choose other home office accessories and software you may need.
  • Take the time you need to renew. We encourage Zapiens to take at least 10 days off each year. Most of us take 25 days off per year for vacation & holidays, plus whatever sick time we need.
  • Opportunity to work with Zapier’s amazing partners network
*While we support Zapiens around the world the best we can, healthcare plans are available in the UK, Canada, and United States. Retirement plans are currently available specifically in the UK, Canada, New Zealand, Australia, and United States. A regional benefits premium is added directly to the salary ranges for team members who are in countries where we do not have entities or provide company-sponsored benefits. When recommendations are made for base salary, the benefits premium has already been factored in.