Head of Channel Sales

About the role

You will own the end-to-end strategy and execution of a channel go-to-market motion for Coram AI, taking a nascent foundation of resellers, VARs, and security installers/MSPs and transforming it into a scalable revenue engine. You will assess existing assets, professionalize partner processes, and build durable programs that drive predictable channel-sourced and channel-influenced growth. This role requires deep collaboration with executive leadership to define structure, incentives, and ICP alignment across indirect channels. You will act as the primary advocate for the channel inside Coram, ensuring partner success is embedded in product, marketing, and sales workflows. The position demands comfort with ambiguity, rigorous execution, and a hands-on approach to building repeatable systems. You will represent Coram at industry forums to expand the partner pipeline and validate market fit. Ultimately, you will be responsible for turning early relationships into a repeatable, high-performance channel organization that accelerates our mission to modernize physical security with AI.

Key facts

What you'll do

Assess the existing channel foundation and construct a comprehensive strategy to mature it into a scalable, repeatable program across reseller and installer ecosystems.

Build and own the end-to-end partner recruitment, qualification, and onboarding workflow for reseller, VAR, and security installer/MSP segments to ensure quality and fit.

Formalize the partner program architecture, including tiered structures, margin and incentive models, deal registration policies, and MDF frameworks.

Own channel-sourced and channel-influenced revenue targets, designing pipeline reporting and forecasting mechanisms to track performance and inform decisions.

Develop and execute partner enablement assets, including sales and technical training, certification programs, and co-selling playbooks.

Partner cross-functionally with direct sales, marketing, and product teams to eliminate channel conflict, refine ICP alignment, and ensure consistent messaging.

Represent Coram at industry trade shows, conferences, and partner events to build awareness, generate pipeline, and strengthen relationships.

Implement the systems and tools required to scale the program, such as a partner portal, CRM tracking, and deal registration workflows.

Hire, coach, and lead a high-performing channel team as the program grows, defining roles, skills, and career paths.

Establish governance and operational rhythms, including partner reviews, performance scorecards, and continuous improvement initiatives.

Define and own key channel metrics, such as partner revenue, deal velocity, and cohort performance, to drive accountability and optimization.

Collaborate with product and engineering to surface partner and customer feedback, informing roadmap priorities and feature enhancements.

Negotiate and structure partner agreements, incentive programs, and contractual terms to protect margins and encourage growth.

Create demand generation campaigns and enablement materials tailored to partner audiences, driving joint selling outcomes.

Monitor competitive dynamics in the channel landscape and adjust positioning, incentives, and tools to maintain advantage.

Requirements

Bring a minimum of 6 years of experience in channel sales, partnerships, or alliances, with a strong background in physical security, low-voltage, security integration, or adjacent B2B hardware/SaaS environments, including at least 2 years in channel leadership roles.

Demonstrate a proven ability to take early-stage or informal channel programs and instill the rigor, process, and discipline required to scale them into predictable revenue engines, rather than merely managing mature programs.

Show a track record of building and leveraging relationships with security installers, systems integrators, and managed service providers to drive joint growth and adoption.

Have hands-on experience structuring and negotiating partner agreements, incentive programs, and deal registration processes to align incentives and protect company interests.

Possess experience selling into both SLED (state, local, education) and corporate/enterprise verticals, understanding the distinct dynamics, procurement styles, and compliance requirements of each.

Exhibit a strong executive presence and cross-functional leadership capability, thriving in environments with high ambiguity and competing priorities while maintaining clarity of direction.

Commit to regular travel to engage with partners, attend industry events, and participate in trade shows that are critical for pipeline generation and relationship building.

Maintain a documented history of above-target performance, showing resilience and consistency in achieving demanding goals in complex sales environments.

Operate effectively in fast-paced, evolving contexts, demonstrating resilience, adaptability, and a proactive problem-solving mindset under pressure.

Communicate effectively in English with exceptional written and verbal skills, enabling influence across executive, technical, and partner audiences at all organizational levels.

Nice to have

Preferred experience with security integrators, installers, and MSPs within the physical security or video surveillance ecosystem.

Background structuring and negotiating multi-tier partner programs, including tiered margins, MDF, and SKU-based incentives.

Familiarity with CRM tools and partner management platforms used to track pipeline, deal registration, and partner performance.

Understanding of SLED procurement cycles, compliance frameworks, and evaluation processes in public sector contexts.

Experience working with early-stage, venture-backed technology companies navigating rapid growth and evolving go-to-market strategies.

Practical notes

This role requires regular travel for partner meetings, industry events, and trade shows to build pipeline and maintain relationships.

Candidates must be eligible to work in the United States without sponsorship for this position.