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. Responsibilities & Duties 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. Qualifications 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, PartnerStack, 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. Benefits Competitive salary. Health, dental, and vision insurance. Annual performance bonus. Paid time off. Company holidays. Flexible work schedule. 401(k) plan. #J-18808-Ljbffr Insticator