Field Product Manager

About the Role

Channel Fusion is building a Product organization for the first time. We're a 20+ year channel marketing and incentive management company with 30+ enterprise clients — and we're transitioning from a services-heavy model to a product-led one. The Field Product Manager is at the center of that shift.

This is not a traditional Product Manager role. You won't sit in a back office writing PRDs that get thrown over the wall. You'll be embedded with enterprise clients — paired 1:1 with a Forward Deployed Engineer — translating complex client needs into precise technical specifications with clear acceptance criteria. You are the person who decides what gets built and why, while engineering decides how.

The single biggest quality problem at Channel Fusion today is that work enters engineering sprints without proper specs. You fix that.

What You Own

1. Requirements & Specifications — Translate client needs into detailed technical specs with measurable acceptance criteria. Nothing enters an engineering sprint without your sign-off on spec quality. This is the single biggest lever to reduce defects.

1. Scope Decisions — You are the person who says "yes, no, or not yet" to client feature requests on your accounts. You assess every request against the bespoke vs. platform classification framework.

1. Bespoke vs. Platform Classification — For each piece of client work, you determine: Is this a platform feature (one-to-many)? Bespoke with platform potential (build with abstraction)? Pure professional services (separate P&L)? Maintenance (bug fix with regression gate)?

1. Client Technical Engagement — You're in the room with the client, understanding their business, their data flows, their pain points. You pair with the Forward Deployed Engineer to bridge business requirements and technical implementation.

1. Acceptance Criteria & Quality Gates — You define what "done" looks like for every piece of work. If a defect ships on your account, you assess whether it reveals a spec gap — and you close it.

1. Cross-Functional Coordination — You work daily with the CSM (who owns the relationship) and the FDE (who owns the technical implementation). You feed patterns back to the Director of Product for roadmap decisions.

What You Do NOT Own

-        Client relationship and retention — Owned by the Customer Success Manager

-        Sprint planning and delivery commitments — Owned by the Director of Tech Solutions Lab

-        Data mapping and integration implementation — Owned by the Forward Deployed Engineer

-        Product roadmap and strategy — Owned by the Director of Product (you inform it, they decide)

-        Escalation communication to the client — Owned by the CSM (you provide the technical context)

Portfolio

Each Field PM covers 8–12 accounts, with 2–3 enterprise accounts receiving deep engagement and the remainder grouped as platform accounts with lighter-touch spec work.

Qualifications

Required

-        5+ years in Product Management, Solutions Consulting, Solutions Engineering, or Technical Business Analysis in B2B SaaS or enterprise technology

-        Demonstrated ability to write technical specifications with measurable acceptance criteria — we will ask you to show examples

-        Experience working directly with enterprise clients (not just internal stakeholders) to translate business needs into technical requirements

-        Strong understanding of APIs, data integrations, and how enterprise software systems connect — you don't need to write code, but you need to read a data flow diagram and know where things break

-        Experience triaging competing priorities across multiple clients or products

-        Comfort with ambiguity — this is a greenfield function being built from scratch

-        Proven ability to leverage AI for requirements analysis, competitive intelligence gathering, and rapid prototyping of product specs

Preferred

-        Experience in channel marketing, incentive management, partner enablement, or dealer/distributor platforms

-        Background at companies that have transitioned from services-heavy to product-led models

-        Familiarity with agile/scrum workflows and sprint planning

-        Experience with data ecosystem mapping (ETL, data warehousing, client data integrations)

-        Understanding of AI/ML product features — Channel Fusion is building an AI reporting and analytics layer