Head of Channel

Coram AI

Head of Channel scaling Coram AI’s AI-powered video security partnerships and revenue engine. Building reseller, VAR, installer, and MSP programs from an early-stage foundation.

Posted 8/10/2026full-time🇺🇸 United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in channel sales and partnerships, with a focus on building scalable programs, partner enablement, and cross-functional collaboration. Proven ability to lead teams, structure partner agreements, and drive revenue growth in the physical security and B2B hardware/SaaS sectors.

Highest-signal resume keywords

Channel Sales ExperiencePartner Program DevelopmentCross-Functional LeadershipNegotiation of Partner AgreementsRevenue Target Ownership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Channel Strategy DevelopmentPartner RecruitmentPipeline ReportingSales TrainingDeal RegistrationIncentive Program StructuringForecastingPartner EnablementChannel Program ScalingExecutive Reporting

Soft Skills

Strong Executive PresenceComfortable with AmbiguityLeadershipCollaborationCommunication

Tools & Technologies

CRM TrackingPartner Portal

Industry Keywords

Physical SecurityLow-VoltageSecurity IntegrationB2B HardwareSaaSSLEDMSPSystems IntegratorsHigh-Growth SecurityIoT

Tech Stack

Tools & technologies

IoT

About the role

Key responsibilities & impact

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 MDF
Own channel-sourced and channel-influenced revenue targets
Build 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 ICP
Represent Coram at industry trade shows and events to build the partner pipeline
Implement systems to scale the program, including a partner portal, CRM tracking, and deal registration workflow
Hire and lead a channel team as the program matures
Report jointly to the Chief Sales Officer and CEO with direct visibility to the executive team

Requirements

What you’ll need

6+ years in channel sales, partnerships, or alliances
At least 2+ years in channel leadership
Experience in physical security, low-voltage, security integration, adjacent B2B hardware/SaaS, or similar environments
Proven track record of scaling an early-stage or informal channel program through rigor and process
Existing relationships with security installers, systems integrators, and/or MSPs strongly preferred
Experience structuring and negotiating partner agreements, incentive programs, and deal registration
Experience selling into both SLED (state, local, education) and corporate/enterprise verticals
Strong executive presence and cross-functional leadership
Comfortable operating with significant ambiguity
Willingness to travel regularly for partner and industry events
Existing network within the physical security/low-voltage integrator community nice to have
Prior experience at a high-growth security, IoT, or hardware-plus-software company nice to have

Benefits

Comp & perks

Competitive base salary plus performance-based incentive compensation
Meaningful equity in a fast-growing company
Comprehensive health, dental, and vision benefits
High-ownership seat at the table to shape a function still early in its life
Direct exec-level backing to scale the function