Channel Manager - Distribution Partnerships

Channel Manager - Distribution Partnerships TelemetryOS | Vancouver, BC (Hybrid) | Full-Time | telemetryos.com About TelemetryOS TelemetryOS is the next-generation low-code platform transforming digital screens into intelligent application platforms. Unlike traditional digital signage that just plays slideshows, TelemetryOS enables businesses to build and deploy interactive applications, real-time dashboards, and integrated experiences—all with Git-to-Screen deployment and zero-ops hosting. Built on TelemetryOS’s proven infrastructure powering 10s of thousands of screens. We're redefining what screens can do for businesses. The Role We're looking for a strategic, relationship-driven Channel Manager to build and scale our partner ecosystem from scratch. This isn't about managing existing relationships, it's about architecting a distribution engine. You'll identify, recruit, and enable channel partners including VARs, ISOs, Distributors, Wholesalers, and System Integrators who can take TelemetryOS to markets we can't reach alone. The right person sees channel sales as a force multiplier. You understand that great partners need more than a contract, they need enablement, incentives, and a product that makes them look good. You'll build the playbooks, the training programs, and the partner experience that turns sign-ups into revenue. Key Responsibilities Build the partner pipeline : Identify and recruit high-potential channel partners, VARs, System Integrators, Distributors, ISOs, and Wholesalers—who align with our ICP and can drive real revenue Qualify ruthlessly : Not every partner is worth the investment. Develop frameworks to assess partner potential, commitment, and fit before onboarding Create enablement programs : Build training, certification, and sales enablement resources that make partners successful. If they can't sell it, they won't Drive partner activation : Move partners from signed to selling. Track activation metrics and intervene when partners stall Architect the channel program : Design tiering structures, incentive programs, deal registration, and rules of engagement that scale Own channel metrics : Track partner performance, revenue attribution, and program ROI. Use data to double down on what works Who You Are Mindset Over Resume Architect mentality - You don't just manage partners—you design systems. You see a channel program as an interconnected machine and know which levers to pull Relationship builder - You build genuine trust. Partners take your calls because you've delivered value, not because you're checking in Commercially sharp - You understand unit economics, margin structures, and how to build deals that work for everyone Strategically patient, tactically urgent - Building channels takes time. You think in 12-month arcs while driving weekly progress Resourceful - You'll build this from scratch. You're comfortable with ambiguity and know how to make progress without a playbook Competitive - You want TelemetryOS in every partner's portfolio. You know who we're competing against for partner mindshare, and you intend to win The Deal Prove you can build revenue through partners, and we'll give you more: Larger partner targets and strategic accounts Budget to build out channel marketing and enablement Path to Director/VP of Partnerships Input on how we structure our go-to-market This is a foundational role. Build something that scales, and you'll lead it. Required Qualifications 3+ years in channel sales, partner management, or business development in B2B SaaS or technology Track record of recruiting and enabling partners that generate meaningful revenue Experience with at least one partner type: VARs, System Integrators, Distributors, or ISOs Strong commercial acumen—you can structure deals, negotiate contracts, and model economics Excellent communication skills—you can present to partner executives and train partner sales teams Self-directed and organized—you can manage a portfolio of partners without things falling through cracks Legally authorized to work in Canada Preferred Qualifications Nice to have, not need to have: Experience in digital signage, AV, retail tech, or adjacent industries Background building channel programs from scratch (not just inheriting existing partners) Familiarity with partner ecosystems: AV integrators, IT resellers, managed service providers Experience with channel tools: PRMs (Impartner, Channeltivity), partner portals, deal registration systems Understanding of recurring revenue models and how they affect partner economics Tools You'll Learn We'll support you with modern channel infrastructure: CRM : Pipedrive (partner pipeline tracking) Partner Management : PRM platform for portal, deal registration, enablement Enablement : LMS, video training, certification platforms AI assistants : Claude Code, ChatGPT for partner research and content creation The specific tools matter less than your ability to build systems that scale. What We Offer Compensation : $90,000 - $120,000 CAD base + uncapped commission tied to partner-sourced revenue (OTE $130,000 - $170,000) Career path : Clear progression to Director/VP of Partnerships as channel scales Hybrid work : 2-3 days/week in Vancouver office (flexibility for 30% partner travel) Benefits : Health and dental coverage Travel budget : Resources for partner visits, trade shows, and relationship building Ownership : You're building this function—shape it the way you think it should work Culture : Small team, low ego, high standards How to Apply Resume - Keep it simple. Highlight partner revenue you've driven and channels you've built. Cover Letter - Tell us about a partner relationship you built from scratch that generated significant revenue. What made it work? Also: If you were building TelemetryOS's channel program, which partner type would you prioritize first and why? Who Do You Learn From? - Name 3 thought leaders you follow in channel sales, partnerships, or SaaS go-to-market (on LinkedIn, X, podcasts, wherever). For each one: why do you follow them, and link your favorite piece of their content. This tells us how you stay sharp. 2-Minute Video - Record from your phone or desktop. Walk us through how you'd approach recruiting your first 5 channel partners for TelemetryOS. What's your process? What would you look for? Use AI tools to make your video stand out. Compensation The base pay range for this role is CA$80,000 – CA$120,000 per year.