Head of Channel

Responsibilities

• Assess the existing channel foundation and build the strategy, structure, and process to mature it into a scalable program.
• Bring rigor to partner recruitment, qualification, and onboarding across reseller/VAR and security installer/MSP channels.
• Formalize the partner program, including tiering, margin and incentive structures, deal registration, and market development funds (MDF).
• Own channel-sourced and channel-influenced revenue targets, pipeline reporting, and forecasting.
• Build partner enablement through sales and technical training, certification, and co-selling playbooks.
• Partner cross-functionally with direct sales, marketing, and product to avoid channel conflict and align on the ideal customer profile.
• Represent Coram at industry trade shows and events to build the partner pipeline.
• Implement the systems needed to scale the program, including a partner portal, CRM tracking, and deal-registration workflows.
• Hire and lead a channel team as the program matures.

Requirements

• 6+ years of experience in channel sales, partnerships, or alliances, ideally in physical security, low-voltage security integration, or adjacent B2B hardware/SaaS.
• At least 2+ years of channel leadership experience.
• Proven experience taking an early-stage or informal channel program and introducing the rigor and process needed to scale it.
• Existing relationships with security installers, systems integrators, and/or managed service providers (MSPs) strongly preferred.
• Experience structuring and negotiating partner agreements, incentive programs, and deal registration.
• Experience selling into state, local, and education (SLED) and corporate/enterprise verticals.
• Strong executive presence and cross-functional leadership skills.
• Comfortable operating with significant ambiguity.
• Willingness to travel regularly for partner and industry events.

Nice to Have

• An existing network within the physical security and low-voltage integrator community.
• Prior experience at a high-growth security, IoT, or hardware-plus-software company.

Compensation and Benefits

• Competitive base salary plus performance-based incentive compensation.
• Meaningful equity in a fast-growing company.
• Comprehensive health, dental, and vision benefits.
• High-ownership opportunity to shape an early-stage function with direct executive-level backing.