Channel & Partner Manager

Job Description

Job Description

We're hiring a Channel & Partner Manager to own and grow Aqueduct's vendor and partner ecosystem. This is a revenue-driving function. In this role, you'll build the infrastructure for how Aqueduct activates vendor partnerships, maximizes MDF and co-sell opportunities, and translates partner programs into qualified pipeline for our sales team.

You'll work directly with the EVP of Sales & Marketing and alongside our account managers and solutions architects to ensure vendor relationships are strategic, funded, and producing results.

Core Responsibilities:

• Build and manage Aqueduct's partner program framework, including tiering, certifications, and ROI tracking across key vendors.
• Own vendor relationships across Aqueduct's core portfolio (networking, security, cloud, compute) and serve as the primary point of contact for partner field teams.
• Segment vendors by strategic importance, revenue potential, solution alignment, field engagement, profitability, and investment level; recommend where Aqueduct should increase, maintain, or reduce partner focus.
• Build joint business plans with priority vendors, including target accounts, campaign plans, enablement priorities, MDF strategy, pipeline goals, and executive engagement cadence.
• Identify, claim, and deploy MDF and co-marketing funds to support pipeline generation activities.
• Drive joint pipeline reviews and QBRs with top-tier vendors on a regular cadence.
• Collaborate with account managers on co-sell opportunities, joining customer conversations where vendor overlay accelerates the deal.
• Enable the internal sales team with vendor program knowledge, incentive structures, and deal registration guidance.
• Track partner-influenced and partner-sourced pipeline as a defined KPI and report to leadership monthly.

Required Skills and Qualifications:

• 2-5 years of channel, partner, or alliance management experience in a VAR, MSP, distributor, or technology solutions environment.
• Demonstrated ability to translate partner program activity into measurable revenue pipeline.
• Existing relationships with key vendor field and channel teams is a significant advantage.
• Experience managing MDF budgets and co-marketing programs end-to-end.
• Demonstrated accountability, including ownership of outcomes, reliable follow-through, and proactive communication.
• Strong work ethic and consistent effort, with the diligence to drive work forward.
• Ability to learn quickly, solve problems, apply feedback, and build knowledge in a fast-paced, entrepreneurial environment.
• Adaptability and resilience when priorities, customer needs, technologies, or business conditions change.
• Positive, growth-oriented attitude.
• Strong communication and executive presence. Comfortable in front of vendor leadership and Aqueduct clients alike.
• Bachelor's degree or equivalent professional
• Ability to travel locally and regionally for vendor meetings, customer events, partner QBRs, and industry events as needed.

 

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.