Local Express · 1 day ago
Channel Partnership Manager
California, United States
Full-time
Onsite
Senior Level
5+ years expLocal Express provides innovative cloud-based SaaS solutions designed specifically for regional grocery stores. The Channel Partnership Manager will be responsible for building and scaling the channel partner ecosystem, driving revenue growth through strategic reseller partnerships and establishing a scalable channel program.
Artificial Intelligence (AI)Data IntegrationData ManagementE-Commerce PlatformsGenerative AIInformation TechnologyMachine LearningPaaSRestaurantsRetail
Responsibilities
Design and implement a comprehensive channel partner program from inception, including partner tiers, incentive structures, enablement resources, and performance metrics
Develop partner onboarding processes, training programs, and certification frameworks
Create co-marketing programs, sales tools, and collateral to support partner success
Establish partner portals, deal registration systems, and reporting infrastructure
Define program policies, agreements, and rules of engagement
Identify and recruit qualified reseller partners with strong presence in the regional grocery market
Build a diverse partner ecosystem including VARs, ISVs, system integrators, and POS solution providers
Negotiate partnership agreements and establish mutually beneficial business terms
Develop strategic relationships with key decision-makers at partner organizations
Drive channel-sourced revenue achievement through partner enablement and pipeline development
Collaborate with partners to develop joint business plans with clear revenue targets
Support partners throughout the sales cycle, providing technical and sales expertise
Identify cross-sell and upsell opportunities within the partner ecosystem
Track, forecast, and report on channel pipeline and revenue performance
Provide comprehensive product training on our cloud-based SaaS platform and POS integrations
Develop and deliver sales enablement workshops focusing on the grocery vertical
Create competitive positioning materials and vertical-specific use cases
Offer ongoing technical and sales support to ensure partner success
Facilitate knowledge sharing and best practices across the partner community
Serve as primary point of contact for strategic partners, building trust and long-term relationships
Conduct regular business reviews to assess performance, address challenges, and identify growth opportunities
Coordinate internal resources (sales, marketing, product, support) to support partner needs
Resolve partner conflicts and ensure smooth channel operations
Foster a collaborative partner community through events, forums, and networking opportunities
Qualification
Required
5+ years of channel sales or partnership management experience in B2B SaaS environments
Proven track record building channel programs from scratch or scaling existing programs
Demonstrated success recruiting, enabling, and managing reseller partnerships
Experience selling cloud-based software solutions to the retail or grocery vertical
Strong understanding of POS systems, integrations, and the grocery technology ecosystem
History of meeting or exceeding channel revenue targets
Deep understanding of cloud-based SaaS business models and delivery methods
Familiarity with POS systems (NCR, Oracle, Toshiba, etc.) and retail technology infrastructure
Knowledge of API integrations and technical solution architecture
Understanding of grocery store operations, workflows, and pain points
Exceptional relationship-building and interpersonal communication skills
Strategic thinking with ability to execute tactically
Strong negotiation and contract management abilities
Excellent presentation and public speaking capabilities
Data-driven approach to performance measurement and optimization
Ability to work independently and manage multiple priorities in a fast-paced environment
Entrepreneurial mindset with bias toward action
Company
Local Express
Local Express is AI Native Grocery Commerce Platform. We build platform for grocery ecommerce, restaurant ecommerce, bakery ecommerce etc
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$11.9MKey Investors
OXZ Capital
2025-09-09Series Unknown· $6.2M
2019-09-01Seed· $5M
2017-01-01Angel· $0.7M
Leadership Team
A
Armen Danielian
CPO, Co-Founder
T
Tigran Zograbyan
Co-founder and COO
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