Summary of the Role
 

We are seeking a dynamic Channel Manager, Hospitality to drive growth through building and managing a robust partner ecosystem within the hospitality industry. This role requires a blend of relationship management, hospitality technology expertise, and revenue-focused strategy to deliver measurable impact.

Key Responsibilities

• Partnership Ecosystem Ownership:
  Build and scale relationships with ISVs, integrators, associations, consultants, and franchise operators. Manage partner recruitment, onboarding, and enablement programs.
• Revenue Growth:
  Drive referrals, site-level activation, and co-selling initiatives to achieve ARR targets. Maintain disciplined pipeline management and forecasting.
• Hospitality Tech Expertise:
  Leverage knowledge of payroll, HCM, scheduling, POS/PMS/HMS integrations to deliver compliance and operational efficiency for partners.
• Cross-Functional Leadership:
  Collaborate with Go-to-Market, Marketing, Product, and Customer Success teams to develop partner playbooks, co-marketing programs, and joint value propositions.
• Data-Driven Operations:
  Utilize CRM and reporting tools to track partner performance, ROI, and implement repeatable processes for scalability.
• Strategic Influence:
  Engage franchise owners, operators, GMs, and HR leaders through consultative selling and tailored enablement strategies.
• Industry Presence:
  Represent the brand at hospitality events, associations, and networking forums to strengthen visibility and credibility.

What we are looking for:

• Partnership Development & Management:
  3+ years of proven experience building and managing strategic partnerships in hospitality (restaurants, hotels, associations, consultants, franchise operators).
• Hospitality Technology Expertise:
  Familiarity with payroll, HCM, POS/PMS, SaaS, labor management, and integrations relevant to hospitality operations.
• Revenue & Pipeline Growth:
  Demonstrated success in driving referral business, ARR targets, and co-selling initiatives through partner ecosystems.
• Relationship-Building Skills:
  Ability to influence and engage franchise owners, operators, GMs, HR leaders, and corporate hospitality teams.
• Industry Knowledge:
  Understanding of hospitality challenges—shift-based workforces, high turnover, multi-location compliance, and labor forecasting.
• Communication & Enablement:
  Strong presentation, consultative selling, and partner education skills; ability to create scalable enablement materials.
• Operational & Analytical Discipline:
  Highly organized, data-driven approach to partner performance tracking, forecasting, and ROI analysis.