Channel Partner Manager

Summary

Join Shelf as a Channel Partner Manager to build and operationalize Shelf practices within strategic partner firms. You will manage 20+ partner organizations, deepening their investment in Shelf by aligning offerings, resources, and internal champions. Responsibilities include recruiting and onboarding new partners, institutionalizing Shelf within partners, navigating partner organizations, activating and expanding early engagements, driving internal champion development, standardizing engagement, tracking partner maturity, and more. The ideal candidate has 3+ years of experience in partner programs and alliances within a B2B SaaS environment, experience working with consulting firms, and strong communication and relationship-building skills. Shelf offers a competitive salary ($170,000-$200,000), generous equity, comprehensive health and wellness packages, open PTO, and remote work in the US with occasional travel to Stamford, CT.

Requirements

• 3+ years in partner programs, alliances within a B2B SaaS environment
• Experience working with or within consulting firms, GSIs, or implementation partners
• Skilled in navigating multi-stakeholder orgs and building durable strategic relationships
• Strong communicator and builder—comfortable defining structure where none exists

Responsibilities

• Recruit onboard and enable new partners: Plan outbound partner recruitment campaigns to build a vibrant and robust partner ecosystem for Shelf
• Institutionalize Shelf Within Partners: Help key partners formalize a Shelf practice—this includes aligning their services, enablement, and delivery functions to support implementation, integration, and value realization for end customers
• Navigate Partner Orgs: Identify and engage stakeholders across partner sales, delivery, enablement, and marketing teams. Build deep cross-functional alignment to support repeatable Shelf-led services and solutions
• Activate and Expand Early Engagements: Take active partner relationships and move them from early interest to structured engagement—formal Shelf offerings, internal use cases, partner-led enablement, and joint solution design
• Drive Internal Champion Development: Cultivate Shelf advocates within each firm. Equip them with messaging, training, and internal tools to evangelize Shelf internally and with clients
• Standardize Engagement: Collaborate with cross-functional teams to define what “good” looks like for a Shelf-aligned partner. Help build repeatable frameworks, templates, and ops infrastructure that make it easy for partners to scale with us
• Track Partner Maturity: Monitor progress across each partner using defined stage gates—engagement level, resource investment, certifications, and client activity—and proactively identify blockers or acceleration opportunities

Preferred Qualifications

Experience in the Microsoft Ecosystem is a plus

Benefits

• Competitive salary: $170,000 - $200,000
• Generous equity grant in the form of company stock options
• Comprehensive health and wellness packages
• Open PTO
• Realistic, clearly communicated expectations
• Team-wide aligned values and goals
• Remote work in the United States with travel to Stamford, CT as needed