# Head of Channel

**Company:** [Coram AI](https://hotfix.jobs/companies/coram-ai)
**Location:** Remote
**Role:** Partnerships
**Experience:** 8+ years
**Skills:** channel partnerships, Channel Sales, partner recruitment, Partner Enablement, reseller/var partnerships, managed service providers, deal registration, market development funds, partner incentive programs, CRM, pipeline forecasting, sales training, technical training, sled sales, Enterprise Sales
**Posted:** 2026-08-10

> Leads the development and scale-up of Coram AI’s channel go-to-market program across resellers, VARs, security installers, and MSPs. The role requires channel leadership, partner-program design, executive presence, and experience selling to SLED and enterprise customers.

## Job Description

## 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.

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