At Upland Software, you’ll find smart, creative teams who love working together to deliver value for our customers, and a global culture of growth and possibility. Our operating model has always supported remote work—and as we keep growing and evolving our workplace, that won’t change. We’re passionate. We’re proactive. We take pride in our work, and we love a good challenge. Sound like you?
At Upland Software, you’ll join smart, collaborative teams who love working together to deliver value for customers. Our culture thrives on innovation, growth, accountability, and the freedom to do your best work—wherever you are. As we continue to grow the KCM business, we are expanding our channel ecosystem and investing in leaders who can build, enable, and scale a high‑performing partner community.
The Channel Manager will play a pivotal role in developing Upland’s indirect revenue engine—recruiting the right partners, enabling them for success, driving joint pipeline, and establishing a repeatable channel motion that supports sustained growth. This is a strategic, relationship‑driven role focused on partner acquisition, engagement, enablement, and sales execution.
What You’ll Do
Build & Grow the Channel Ecosystem
- Identify, recruit, and onboard new channel partners aligned to Upland’s KCM market strategy.
- Evaluate potential partner fit based on capability, market reach, and revenue potential.
- Establish clear partner success criteria and onboarding milestones.
Enable & Support Partner Success
- Develop partner playbooks, sales enablement materials, and training pathways.
- Deliver regular partner enablement sessions—including product education, use‑case training, and competitive positioning.
- Ensure partners are equipped to independently source, position, and sell Upland KCM solutions.
Drive Revenue Through Partners
- Create and manage joint business plans with partners including goals, pipeline targets, marketing/lead‑gen initiatives, and quarterly reviews.
- Support partners with deal strategy, pricing, and sales execution for active pipeline opportunities.
- Proactively monitor partner activity, forecasting accuracy, and deal progression to achieve targets.
Manage Partner Relationships
- Build strong, trust‑based relationships with partner executives, sales teams, and solution leaders.
- Maintain regular partner operating rhythms (QBRs, pipeline reviews, enablement sessions).
- Serve as the primary point of contact for all partner‑related needs and escalations.
Collaborate Internally for Channel Success
- Work closely with Sales Leadership to align channel strategy with direct sales motions.
- Partner with Marketing to run co‑branded campaigns, webinars, and demand‑generation programs.
- Coordinate with Product and Customer Success to ensure partner feedback is incorporated into roadmap and service delivery.
Market Intelligence & Strategy
- Stay current on industry trends, competitive activity, and partner ecosystem developments.
- Identify new channel opportunities, emerging partner types (ISVs, SIs, VARs), and evolving sales models.
- Provide insight and recommendations to refine channel strategy and improve program effectiveness.
Other Duties
- Participate in industry events and partner‑focused conferences.
- Contribute to the ongoing evolution of Upland’s global channel program.
- Perform additional responsibilities as assigned.
What We’re Looking For
- 3+ years in channel sales, partner management, or indirect sales roles—preferably in B2B SaaS or enterprise technology.
- Proven success creating and managing high‑growth channel partnerships.
- Strong understanding of channel sales models, partner economics, and joint go‑to‑market strategy.
- Excellent interpersonal, communication, and relationship‑building skills.
- Comfortable working across multiple internal teams—Sales, Marketing, Product, and Customer Success.
- Strategic thinker with a strong business acumen and the ability to execute tactically.
- Ability to manage multiple partners, competing priorities, and fast‑moving deal cycles.
- Bachelor's degree in Business, Marketing, Technology, or related field—or equivalent experience.
Bonus Points
- Experience working with or selling solutions on major ecosystems (Microsoft, AWS, Salesforce, ServiceNow, Google).
- Familiarity with knowledge management, customer experience, contact center, or enterprise search technologies.
- Prior experience developing GTM motions with partners around AI‑enabled technologies.
- Comfortable presenting to groups of all sizes, including executive and C‑level audiences.
- Ability to travel as required for partner engagements or events.
Upland Software (Nasdaq: UPLD) is a leader in cloud-based tools for digital transformation. To learn more, visit www.uplandsoftware.com.
Upland Software is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or other legally protected status.
