Channel Partnerships Manager

Summary

Join ezCater's growing channel partnerships team as a Channel Partnerships Manager and contribute to the company's success by building a new revenue stream. You will manage and grow relationships with workplace service providers, drive lead flow from channels, and deliver partner enablement resources. This role involves leading educational efforts, identifying gaps in food coverage, tracking performance, and prospecting new partner opportunities. You will collaborate with internal teams to ensure seamless handoffs and successful activation. The ideal candidate is proactive, relationship-driven, and energized by turning partnership potential into measurable impact. This high-impact role supports the broader go-to-market strategy by unlocking scalable growth through third-party channels.

Requirements

• 5+ years of experience in B2B partnerships and/or channel sales, preferably in corporate foodservice, facilities services, or real estate workplace support
• Background working with or alongside organizations that manage corporate environments, including food programs, facilities operations, or employee experience services
• Strong relationship-building skills and ability to work effectively with both executive and field-level stakeholders
• Ability to travel and meet onsite with key channel partners as needed
• A self-starter who thrives in a high-growth, cross-functional environment and is comfortable influencing without direct authority
• Solid understanding of how workplace dining, catering, and hospitality programs function within corporate settings
• Exposure to enterprise workplace trends and how food and hospitality solutions fit into employee experience strategies

Responsibilities

• Manage and grow relationships with workplace service providers, facilities management groups, and real estate workplace teams
• Drive lead flow from the channels by enabling on-site managers, account teams, and field reps to identify and activate new client opportunities
• Deliver partner enablement resources such as toolkits, training, and field communications to support ongoing engagement
• Lead educational efforts including webinars, virtual sessions, and partner communications to increase awareness, understanding, and adoption of our platform across partner organizations
• Identify gaps in food or catering coverage and position our platform as a strategic complement to partner-managed solutions
• Track performance and partner pipeline activity in Salesforce and report on key metrics
• Prospect and evaluate new partner opportunities that align with strategic growth goals
• Manage and route qualified partner referrals internally, partnering with Account Executives, Implementation, and Enterprise Support teams to ensure seamless handoff and successful activation
• Partnership Execution and Relationship Management: Support the Director of Channel Partnerships in executing strategic initiatives. Help maintain key partner relationships and ensure alignment on shared goals
• Referral Activation and Lead Management: Own inbound lead flow from partner teams. Qualify and advance referrals for straightforward opportunities, and escalate more complex needs when necessary
• Onsite Engagement and Field Enablement: Help organize and occasionally attend on-site events and training to drive program awareness and support field-level adoption
• Account Support and Program Growth: Support expansion within active partner accounts by engaging hospitality and workplace stakeholders and communicating the value of the partnership

Benefits

• Market competitive salary
• Stock options
• 12 paid holidays
• Flexible PTO
• 401K with ezCater match
• Health/dental/FSA
• Long-term disability insurance
• Mental health and family planning resources
• Remote-hybrid work from our awesome Boston office OR your home OR a mixture of both home and office
• A tremendous amount of responsibility and autonomy
• Wicked awesome co-workers
• Relish (and many more goodies) when you’re in our office