Channel Manager, VAR Partnerships
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Job Description
Channel Manager building VAR and reseller partnerships for Aegis AI's AI-powered email security platform. Recruiting partners, enabling sales, and driving channel pipeline and revenue.
Responsibilities:
- Recruit, onboard, and activate new VAR and reseller partners across target markets
- Build and prioritize a partner pipeline based on fit, reach, and revenue potential
- Own and grow relationships with existing channel partners
- Advise partners on positioning and selling Aegis AI's platform
- Build partner enablement programs, including training, certification, sales collateral, and technical resources
- Develop partner business plans and joint go-to-market strategies
- Execute co-marketing campaigns and lead-generation initiatives with key VARs
- Drive and track partner-sourced and partner-influenced pipeline with sales
- Support deal registration, pricing, and deal desk processes with Account Executives
- Establish partner tiering, incentive structures, deal registration workflows, and performance scorecards
- Represent Aegis AI at channel and industry events, partner conferences, and QBRs
- Report channel program performance to sales and executive leadership
- Work cross-functionally with sales, marketing, product, and legal to improve the partner experience
Requirements:
- 4+ years of experience in channel sales, partnerships, or alliance management
- Experience ideally in cybersecurity, SaaS, or technical B2B software
- Track record of recruiting and growing VAR, MSP, or reseller relationships from an early stage
- Ability to build trust with partner principals, sales representatives, and technical teams
- Ability to operate with ambiguity and create processes from the ground up
- Understanding of deal registration, margin/discount structures, MDF, and partner incentive design
- Excellent communication and presentation abilities
- Ability to manage a travel-inclusive schedule and work effectively as a remote employee
- Familiarity with email security, cybersecurity, or adjacent IT infrastructure categories is a strong plus
- Willingness to travel regularly for partner visits, events, and conferences, approximately 25–40%
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