Head of Channel Partnerships, COOL AI - US, Remote

Head of Channel Partnerships

The Head of Channel Partnerships will own the full partnership lifecycle: strategy, recruitment, enablement, co‑selling, and revenue performance. You will build and lead a high‑performing partnerships team, work cross‑functionally with Sales, Marketing, Product, and Legal, and serve as the internal and external face of the partner ecosystem.

Strategy & Planning

• Define and own the channel partner strategy for the U.S. market, including partner tier model, target partner profiles, and go‑to‑market priorities.
• Develop a 12‑24 month partner recruitment roadmap aligned to revenue and market expansion goals.
• Establish KPIs for the channel program (sourced ARR, influenced ARR, partner‑attached deals, partner‑sourced pipeline) and report quarterly.

Partner Recruitment & Onboarding

• Identify, recruit, and sign strategic partners including VARs, managed service providers, GSIs, and technology ISVs.
• Lead all commercial negotiations for partnership agreements, working with Legal and Finance.
• Design and continuously improve the partner onboarding experience, ensuring partners can sell effectively within 30 days of signing.

Partner Enablement & Co‑Selling

• Build and maintain a partner enablement program including sales training, certification tracks, co‑marketing assets, and a partner portal.
• Work closely with account executives on co‑sell motions—setting rules of engagement, joint account planning, and deal registration.
• Coordinate with Marketing on partner‑focused demand generation, events, and co‑branded content.

Revenue Ownership

• Own and deliver against a channel‑sourced and channel‑influenced revenue target.
• Forecast partner pipeline weekly with accuracy; elevate blockers proactively.
• Manage partner incentive programs (rebates, MDF, SPIFs) within approved budget.

Team & Operations

• Hire, develop, and lead a partnerships team as headcount is approved.
• Select and administer PRM software to manage partner records, deal registration, and enablement content.
• Create and maintain a Partner Playbook documenting the partner rules of engagement, processes, and best practices.

Required:

• 8+ years in channel partnerships, alliances, or business development—preferably in B2B SaaS or AI/ML.
• Proven track record of building and scaling a partner program from early stage to meaningful ARR contribution (>$10M influenced or sourced).
• Experience recruiting, structuring, and managing partnerships with VARs, GSIs, ISVs, and technology alliances.
• Strong commercial acumen: ability to structure deals, negotiate contracts, and manage co‑sell motions with large channel partners.
• Excellent communication and executive presence—comfortable presenting to C‑suite stakeholders.
• Proficiency with CRM and PRM tools (Salesforce, Partner Stack, Impartner, or similar).
• Experience working in a U.S.‑based entity with understanding of U.S. go‑to‑market dynamics.

Preferred:

• Experience in AI, ML, or data infrastructure space.
• MBA or equivalent advanced degree.
• Prior team‑building experience (hired and led a partnerships team of 3+).
• Familiarity with AWS, Google Cloud, or Azure marketplace and co‑sell programs.
• Track record of working with SI partners on large enterprise implementations.

• Competitive salary.
• Health, dental, and vision insurance.
• Annual performance bonus.
• Paid time off.
• Company holidays.
• Flexible work schedule.
• 401(k) plan.