Channel Partner Manager at FrontApp
San Francisco, CA
About the Job
Front is the modern customer service platform that helps companies delight their customers, engage their teams, and build stronger businesses
We’ve reimagined the help desk for real-time team collaboration across every customer communication channel, then powered it up with AI and automation to resolve issues and help teams work faster
Customers get exceptional service whether they’re looking for a simple, instant answer, or personalized help on their most complex issues — and you get the analytics and insights your business needs to optimize your customer experience
Over 8,500 businesses of all shapes and sizes, from ClickUp to Branch Insurance, Echo Global Logistics to Reed & Mackay rely on Front to deliver game-changing service that wins and retains customers for life.Backed by Sequoia Capital and Salesforce Ventures, Front has raised $204M from leading venture capital firms and independent investors including top executives at Atlassian, Okta, Qualtrics, Zoom, and PagerDuty
Front has received numerous Great Place to Work accolades, including Y Combinator's list of Top Companies in 2023, #4 on Fortune’s Best Workplaces in the Bay Area, Inc
Magazine's 2022 Best Workplaces list, Forbes Best Startup Employers 2022 List, and Best workplaces for Millennials 2022 list.About the role: As our first Channel Partner Manager at Front, you will be responsible for recruiting, onboarding, and managing channel partners, including Technology Services Distributors (TSDs), technology consultants, and MSPs
You will work closely with Front’s Sales and Marketing teams to source and manage channel pipeline and go-to-market activities that generate incremental revenue for Front
In addition, you’ll be an early member of the Front Partnerships team and play an influential role in shaping our partner programs, processes, and strategy as we scale.This position reports to our VP, Partnerships & Business Development.What will you be doing?:Partner with the VP of Partnerships to develop and implement a comprehensive strategy for growing Front’s presence in the CX ecosystem via TSDs and other channel and ISV/tech partners.Manage our existing partners as well as recruiting and onboarding new partners to drive indirect sales
Serve as the primary point of contact and liaison between organizations.Work closely with partners and our sales team to source new business opportunities and achieve revenue goals.Become a subject matter expert on Front and all of our products, leveraging your expertise to educate, train, and capture mindshare with our partners.Identify, develop, and manage joint marketing and sales activities that drive awareness and pipeline
Travel as needed to support field events (industry conferences, partner events, SKOs, etc.).Monitor, analyze, and report on partnership performance, including KPIs for partner activity, enablement, and pipeline.Stay abreast of industry trends and insights to inform partnership strategy and identify new areas of opportunity for the business.Align internal teams at Front, including sales and marketing, with relevant partners through targeted demand generation, account mapping activities, and co-selling.What skills & experiences do you need?:Goal oriented and the ability to thrive in a fast-paced technology-driven sales environment.Strong interpersonal skills with the ability to build rapport and establish trust with partners (pre-existing network of relationships is a plus).Excellent verbal, written, and presentation skills, with the ability to clearly articulate ideas, strategies, and concepts.Comfortable operating in a dynamic environment where you successfully influence internal business partners, company leadership, and senior-level partner prospects at a wide range of organizations. Ability to develop partnership plans and execute them effectively.Experience in analyzing partnership performance metrics and making data-driven decisions.Understanding of the CX & customer support landscape, with a keen insight in navigating TSD & master agent networks.Proven track record of generating partner-sourced pipeline and revenue and exceeding sales quota.5+ years of SaaS experience with at least 3 years in channel management with TSDs, Resellers, and/or Consultants (channel sales, partner development, etc.)What We Offer:Competitive salaryEquity (we are post-series D & backed by some of the best VCs in the US)Private health insurance, including plan options at no cost to employeesFocus Fridays - learn more here!Flexibility to work from home 3 days/week (unless posted as a full-remote role)Mental health support with Workplace OptionsFamily planning support with Maven$100 per month Lifestyle Stipend to spend on fitness and other activitiesWellness Days - Fronteers get an additional day off on months with no holidaysWinter Break - Our offices are closed from Christmas to New Year's Day!Front provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability
By applying, you acknowledge and agree that you have read and understand the California Recruiting Privacy Notice & EU Privacy NoticeCompensation Range: $144K - $205KLocationSan Francisco, CATypeFull timeDepartmentPartnershipsCompensationOTE (65/35 Split) $144K – $205KIndividual compensation packages are based on factors unique to each candidate, including job-related skills, experience, qualifications, work location, training, and market conditions
At Front, we take a market-based approach to pay
In addition to cash compensation (base salary, which may include commissions or overtime pay where applicable), Fronteers are eligible to receive equity in the company
This resource will provide additional information on our location zone designations
If you have questions, please contact a member of our recruiting team for additional information.
We’ve reimagined the help desk for real-time team collaboration across every customer communication channel, then powered it up with AI and automation to resolve issues and help teams work faster
Customers get exceptional service whether they’re looking for a simple, instant answer, or personalized help on their most complex issues — and you get the analytics and insights your business needs to optimize your customer experience
Over 8,500 businesses of all shapes and sizes, from ClickUp to Branch Insurance, Echo Global Logistics to Reed & Mackay rely on Front to deliver game-changing service that wins and retains customers for life.Backed by Sequoia Capital and Salesforce Ventures, Front has raised $204M from leading venture capital firms and independent investors including top executives at Atlassian, Okta, Qualtrics, Zoom, and PagerDuty
Front has received numerous Great Place to Work accolades, including Y Combinator's list of Top Companies in 2023, #4 on Fortune’s Best Workplaces in the Bay Area, Inc
Magazine's 2022 Best Workplaces list, Forbes Best Startup Employers 2022 List, and Best workplaces for Millennials 2022 list.About the role: As our first Channel Partner Manager at Front, you will be responsible for recruiting, onboarding, and managing channel partners, including Technology Services Distributors (TSDs), technology consultants, and MSPs
You will work closely with Front’s Sales and Marketing teams to source and manage channel pipeline and go-to-market activities that generate incremental revenue for Front
In addition, you’ll be an early member of the Front Partnerships team and play an influential role in shaping our partner programs, processes, and strategy as we scale.This position reports to our VP, Partnerships & Business Development.What will you be doing?:Partner with the VP of Partnerships to develop and implement a comprehensive strategy for growing Front’s presence in the CX ecosystem via TSDs and other channel and ISV/tech partners.Manage our existing partners as well as recruiting and onboarding new partners to drive indirect sales
Serve as the primary point of contact and liaison between organizations.Work closely with partners and our sales team to source new business opportunities and achieve revenue goals.Become a subject matter expert on Front and all of our products, leveraging your expertise to educate, train, and capture mindshare with our partners.Identify, develop, and manage joint marketing and sales activities that drive awareness and pipeline
Travel as needed to support field events (industry conferences, partner events, SKOs, etc.).Monitor, analyze, and report on partnership performance, including KPIs for partner activity, enablement, and pipeline.Stay abreast of industry trends and insights to inform partnership strategy and identify new areas of opportunity for the business.Align internal teams at Front, including sales and marketing, with relevant partners through targeted demand generation, account mapping activities, and co-selling.What skills & experiences do you need?:Goal oriented and the ability to thrive in a fast-paced technology-driven sales environment.Strong interpersonal skills with the ability to build rapport and establish trust with partners (pre-existing network of relationships is a plus).Excellent verbal, written, and presentation skills, with the ability to clearly articulate ideas, strategies, and concepts.Comfortable operating in a dynamic environment where you successfully influence internal business partners, company leadership, and senior-level partner prospects at a wide range of organizations. Ability to develop partnership plans and execute them effectively.Experience in analyzing partnership performance metrics and making data-driven decisions.Understanding of the CX & customer support landscape, with a keen insight in navigating TSD & master agent networks.Proven track record of generating partner-sourced pipeline and revenue and exceeding sales quota.5+ years of SaaS experience with at least 3 years in channel management with TSDs, Resellers, and/or Consultants (channel sales, partner development, etc.)What We Offer:Competitive salaryEquity (we are post-series D & backed by some of the best VCs in the US)Private health insurance, including plan options at no cost to employeesFocus Fridays - learn more here!Flexibility to work from home 3 days/week (unless posted as a full-remote role)Mental health support with Workplace OptionsFamily planning support with Maven$100 per month Lifestyle Stipend to spend on fitness and other activitiesWellness Days - Fronteers get an additional day off on months with no holidaysWinter Break - Our offices are closed from Christmas to New Year's Day!Front provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability
By applying, you acknowledge and agree that you have read and understand the California Recruiting Privacy Notice & EU Privacy NoticeCompensation Range: $144K - $205KLocationSan Francisco, CATypeFull timeDepartmentPartnershipsCompensationOTE (65/35 Split) $144K – $205KIndividual compensation packages are based on factors unique to each candidate, including job-related skills, experience, qualifications, work location, training, and market conditions
At Front, we take a market-based approach to pay
In addition to cash compensation (base salary, which may include commissions or overtime pay where applicable), Fronteers are eligible to receive equity in the company
This resource will provide additional information on our location zone designations
If you have questions, please contact a member of our recruiting team for additional information.
