ezCater, Inc
Channel Partnerships Manager (Remote)
Job Summary
The role involves managing and growing relationships with channel partners such as workplace service providers and facilities management groups, with a focus on delivering lead generation results. The candidate will enable partner engagement through resources like training and communications, and support program expansion within active accounts. They will track performance metrics, evaluate new partnership opportunities, and coordinate with internal teams to ensure seamless onboarding and activity. The ideal candidate has extensive experience in B2B partnerships or channel sales within corporate foodservice, facilities, or real estate environments, and possesses strong relationship-building and cross-functional collaboration skills.
Required Skills
Benefits
Job Description
ezCater is the leading food for work technology company in the US, connecting anyone who needs food for their workplace to over 100,000 restaurants nationwide. For workplaces, ezCater provides flexible and scalable solutions for everything from recurring employee meals to one-off meetings, all backed by 24/7 customer service with real humans. ezCater also enables companies to manage their food spend in a single, customizable platform. For restaurant partners, ezCater helps them grow their business by bringing them more orders and new high-value customers. We're backed by top investors including Insight, Iconiq, Lightspeed, GIC, SoftBank, and Quadrille.
We’re growing our channel partnerships team and seeking a Channel Partnerships Manager with experience navigating complex partner ecosystems across workplace food programs, facilities services, or real estate-driven environments. This role is accountable for delivering measurable lead generation results from multiple channel partners.This individual will work across all levels of partner organizations, from executive sponsors to field representatives, to strengthen relationships, surface new opportunities, and expand our reach through trusted and strategic collaboration. The ideal candidate is proactive, relationship-driven, and energized by turning partnership potential into measurable impact.
This is a high-impact role that supports our broader go-to-market strategy by unlocking scalable growth through third-party channels. You’ll report to the Director of Channel Partnerships and play a key role in building a new revenue stream from the ground up.
What You'll Do:
- Manage and grow relationships with workplace service providers, facilities management groups, and real estate workplace teams
- Drive lead flow from the channels by enabling on-site managers, account teams, and field reps to identify and activate new client opportunities
- Deliver partner enablement resources such as toolkits, training, and field communications to support ongoing engagement
- Lead educational efforts including webinars, virtual sessions, and partner communications to increase awareness, understanding, and adoption of our platform across partner organizations
- Identify gaps in food or catering coverage and position our platform as a strategic complement to partner-managed solutions
- Track performance and partner pipeline activity in Salesforce and report on key metrics
- Prospect and evaluate new partner opportunities that align with strategic growth goals
- Manage and route qualified partner referrals internally, partnering with Account Executives, Implementation, and Enterprise Support teams to ensure seamless handoff and successful activation
Day-to-Day Responsibilities:
- Partnership Execution and Relationship Management: Support the Director of Channel Partnerships in executing strategic initiatives. Help maintain key partner relationships and ensure alignment on shared goals.
- Referral Activation and Lead Management: Own inbound lead flow from partner teams. Qualify and advance referrals for straightforward opportunities, and escalate more complex needs when necessary.
- Onsite Engagement and Field Enablement: Help organize and occasionally attend on-site events and training to drive program awareness and support field-level adoption.
- Account Support and Program Growth: Support expansion within active partner accounts by engaging hospitality and workplace stakeholders and communicating the value of the partnership.
What You Have:
- 5+ years of experience in B2B partnerships and/or channel sales, preferably in corporate foodservice, facilities services, or real estate workplace support
- Background working with or alongside organizations that manage corporate environments, including food programs, facilities operations, or employee experience services
- Strong relationship-building skills and ability to work effectively with both executive and field-level stakeholders
- Ability to travel and meet onsite with key channel partners as needed
- A self-starter who thrives in a high-growth, cross-functional environment and is comfortable influencing without direct authority
- Solid understanding of how workplace dining, catering, and hospitality programs function within corporate settings
- Exposure to enterprise workplace trends and how food and hospitality solutions fit into employee experience strategies
The national cash compensation range for this role is a base salary of $105,000 with a variable component of $45,000 for an on target earnings of $150,000 per year.*
*Please note: Final offer amounts are determined by multiple factors, including prior experience, expertise and region & may vary from the amount above. This range does not represent additional compensation benefits (such as equity, 401K or medical, dental or vision insurance).
Please have fun with the Cover Letter portion of the application! It does not need to follow “traditional” cover letter guidelines - we would love for you to write 150-500 words explaining why you are interested in ezCater and the role, and highlighting anything else you think we should know!
ezCater does not sponsor applicants for work visas or legal permanent residence.
What You’ll Get from Us:
You’ll get a terrifically compelling experience in an innovative, high performing environment. You’ll get to work with engaged and passionate colleagues on challenging and impactful projects. You will have opportunities to grow in your career, and work in a place that values work/life harmony.
Oh, and you’ll get all this: Market competitive salary, stock options that you’ll help make worth a lot, 12 paid holidays, flexible PTO, 401K with ezCater match, health/dental/FSA, long-term disability insurance, mental health and family planning resources, remote-hybrid work from our awesome Boston office OR your home OR a mixture of both home and office, a tremendous amount of responsibility and autonomy, wicked awesome co-workers, Relish (and many more goodies) when you’re in our office, and knowing that you helped transform the food for work space.
ezCater is an equal opportunity employer. We embrace humans of every background, appearance, race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, and disability status. At the same time, we do not employ jerks, even brilliant ones. Following a conditional offer of employment, ezCater may require a background check.
For information on how ezCater collects and uses job applicants' personal information, please visit our Job Applicant Privacy Policy.
ezCater, Inc
ezCater is a Boston-based company that connects businesses with restaurants and caterers through an online marketplace
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