Channel Manager

Job Title: Channel Manager, Quickbase Core Platform
Reports To: SVP of Sales
Location: [Remote/ Hybrid/ Office Location]
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Role Overview
The Channel Manager for the Quickbase Core Platform will be responsible for building, scaling, and optimizing a high-impact reseller ecosystem to drive new business growth. Reporting to the SVP of Sales, this role will define and execute the partner strategy, recruit and manage strategic reseller relationships, and design compensation and incentive models that align partner performance with revenue objectives.
This is a highly cross-functional role requiring strategic thinking, operational rigor, and strong relationship management to establish a repeatable and scalable channel motion.
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Key Responsibilities
Channel Strategy & Execution
• Develop and execute a comprehensive reseller/channel strategy aligned with Quickbase Core Platform growth goals 
• Define target partner profiles, segmentation, and go-to-market motions 
• Establish KPIs and success metrics for partner performance and channel contribution 
Partner Recruitment & Enablement
• Identify, recruit, onboard, and activate high-value reseller partners 
• Build and maintain strong relationships with executive stakeholders across partner organizations 
• Design and implement partner enablement programs, including training, certifications, and sales playbooks 
Revenue Growth & Pipeline Development
• Drive net-new customer acquisition through partner-sourced and partner-led opportunities 
• Collaborate with Sales, Marketing, and Product teams to align channel initiatives with broader GTM strategy 
• Forecast and manage channel pipeline and revenue performance 
Compensation & Incentive Design
• Develop and implement partner compensation models, including margin structures, incentives, and performance-based rewards 
• Ensure alignment between partner economics and Quickbase revenue and profitability goals 
• Ensure alignment between Quickbase, partners and customer outcomes
• Continuously evaluate and optimize compensation programs based on performance data and market benchmarks 
Operational Excellence
• Establish scalable processes for partner management, deal registration, and performance tracking 
• Leverage CRM and partner tools to monitor engagement, pipeline, and results 
• Provide regular reporting and insights to senior leadership 
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Qualifications
• 7–10+ years of experience in channel sales, partner management, or business development within SaaS or enterprise software 
• Proven track record of building and scaling reseller or partner ecosystems that drive measurable revenue growth 
• Experience designing partner compensation and incentive structures 
• Strong understanding of indirect sales models and channel economics 
• Excellent relationship management and negotiation skills, with experience engaging executive stakeholders 
• Analytical mindset with the ability to translate data into actionable insights 
• Ability to operate both strategically and tactically in a fast-paced environment 
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Preferred Qualifications
• Experience in low-code/no-code platforms, SaaS, or workflow automation technologies 
• Familiarity with enterprise and mid-market sales motions 
• Experience working in a high-growth or evolving GTM organization 
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Success Metrics
• Channel-sourced and channel-influenced revenue growth 
• Number and productivity of active reseller partners 
• Time-to-activation for new partners 
• Partner pipeline generation and conversion rates 
• ROI and effectiveness of partner compensation programs 
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Why This Role Matters
This role is critical to expanding Quickbase’s reach and accelerating new customer acquisition through a leveraged partner ecosystem. The Channel Manager will play a key role in shaping how Quickbase Core Platform scales its indirect revenue engine and competes in the market.

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