Channel Sales Manager

CIQ builds enterprise infrastructure software spanning operating systems, AI infrastructure, and high-performance computing. As Senior Channel Manager, you will own the company's channel-led revenue as an individual contributor, building and managing CIQ's partner ecosystem across recruiting, enabling, and distributor relationships.

• Identify, qualify, and recruit new channel partners (resellers, VARs, SIs, MSPs) whose customer base and technical focus align with Rocky Linux and CIQ's portfolio; build and manage the recruitment pipeline
• Develop existing partners into producing partners through seller and SE enablement, joint business planning, co-marketing coordination, and accountability to mutually agreed targets
• Own distributor relationships and economics including transactional flow, margin structures, and incentive design
• Define and run partner program mechanics: partner tiers, deal registration, margin models, enablement, and governing metrics
• Work cross-functionally with direct sales, marketing, and product teams to manage channel conflict, co-sell opportunities, and feed market signals back to the organization

• 8+ years of experience in channel, partner, or alliances sales, ideally in infrastructure, open source, or enterprise software
• Proven track record of personally building partner relationships that produced real revenue
• Experience standing up or materially growing partner program mechanics: tiering, deal registration, margin models, and enablement
• Strong commercial instincts with ability to negotiate partner economics and defend margin
• Self-starter mindset, comfortable operating with ambiguity, hands-on operator's approach doing work directly rather than delegating

Medical, dental, and vision insurance; flexible paid time off; employee stock options; remote work with no travel required for most positions