Head of Channel
Core
Building and scaling a channel go-to-market strategy for a cloud-native AI video security platform to drive revenue through resellers, VARs, and security installers.
Role type
VP of Channel Partnerships (Executive)
Builds
Scalable channel revenue engine across reseller/VAR and installer/MSP partnerships
Domain
AI-powered video security / Physical security / B2B SaaS
Deliverable
client delivery | infrastructure
Required skills
Channel sales strategy, partner recruitment and qualification, partner program structuring (tiering, incentives, MDF), revenue forecasting, partner enablement, cross-functional leadership, executive presence
Preferred skills
Existing relationships with security installers/MSPs, experience in physical security or low-voltage integration, SLED and enterprise sales experience, network in physical security community
Technologies
Partner portals, CRM systems, deal registration workflows
Responsibilities
Assess and mature existing channel foundation, formalize partner program structures, own channel revenue targets, build partner enablement programs, represent company at industry events, hire and lead channel team
Seniority
VP, executive leadership
