Head of Channel Partnerships, COOL AI - US, Remote

Head of Channel Partnerships, COOL AI About the Role COOL AI is on a mission to make artificial intelligence accessible, intuitive, and impactful for every business. As we scale our go‑to‑market engine, channel partnerships are a strategic growth lever—enabling us to reach new markets, verticals, and customer segments faster than a direct‑only model could. 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 be the internal and external face of COOL AI’s partner ecosystem. This is a player‑coach role for someone who loves closing big deals AND developing the systems, people, and playbooks to scale. Qualifications Required 8+ years in channel partnerships, alliances, or business development—preferably in a B2B SaaS or AI/ML company 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: you can structure deals, negotiate contracts, and manage co‑sell motions with large channel partners Excellent communication and executive presence—you’re comfortable presenting to C‑suite stakeholders internally and externally Proficiency with CRM and PRM tools (Salesforce, PartnerStack, Impartner, or similar) Experience working in a US‑based entity with an understanding of US go‑to‑market dynamics Preferred Experience in the 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 Responsibilities & Duties Strategy & Planning Define and own the COOL AI channel partner strategy for the US 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 to CRO 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 COOL AI 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 COOL AI AEs 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 (initial hire: Partner Success Manager and Partner Marketing Manager) Select and administer PRM software to manage partner records, deal registration, and enablement content Create and maintain a Partner Playbook documenting COOL AI’s partner rules of engagement, processes, and best practices Professional Competencies Strategic Thinking – Able to synthesize market signals, competitive intelligence, and internal data to build a partner strategy that is differentiated and durable. Commercial Excellence – Highly skilled negotiator who can structure win‑win agreements. Understands unit economics and total‑contract‑value thinking. Balances partner incentives with COOL AI margin requirements. Relationship Building – Builds authentic, trust‑based relationships at all levels—from SDRs at a VAR to the CRO at a GSI. Cross‑functional Leadership – Operates as a connective tissue between Sales, Marketing, Product, and Legal. Can influence without authority and drive alignment across competing priorities. Execution & Accountability – Sets clear goals, builds operational rigor, and holds the team and partners accountable to commitments. Communication & Presence – Exceptional written and verbal communicator. Can distill complex information into crisp narratives for diverse audiences. Cultural Competencies Must be able to work primarily between the hours of 9:30 AM - 6:30 PM ET Must have a player/coach mentality, willing to both execute and lead. Ability to juggle multiple projects concurrently and set and meet deadlines. Skilled at receiving and providing direct feedback Collaborative mindset and great teamwork skills Entrepreneurial & adaptable; great learning skills Curious, research‑minded, data‑informed Able to search for possible solutions and apply them Creative confidence Proactive communicator A sense of humor and a love of online culture Thrives in a start‑up culture Benefits Competitive Salary Health, Dental and Vision Insurance Annual Performance Bonus Paid Time Off Company Holidays Flexible work schedule 401(k) #J-18808-Ljbffr The COOL Company