Channel Growth Leader – Federal Market & Partners

Aikido Security BV; Boston (MA); Hybrid; USD 110,000 - 170,000; Full time

Benefits offered by this job

Top-tier pay

Equity

Flexible hours

Open culture

Job summary

Aikido Security BV is seeking a Channel Business Manager to build our channel motion in the US from the ground up, focusing on VARs, resellers, and MSPs in the Boston/DMV area and broader federal market. You will own partner pipeline, activate partner sellers, and collaborate with US sales leadership to create revenue through partner-driven opportunities.

This role requires a hunter mindset and comfort with ambiguity as we scale.

Qualifications

• Federal government channel experience.
• Cybersecurity or DevOps background.
• 4+ years building partner-driven pipeline in channel, partner, or B2B SaaS sales.
• Existing network of VARs, resellers, integrators, and other partners that sell into federal accounts.
• Demonstrated ability to open doors, activate partner sellers, and drive momentum in a government buying environment.
• Strong ownership mindset with a bias toward action and persistence.
• Comfortable operating with ambiguity, building new processes, and helping to define the motion as Aikido Strategics & Defense grows.

Responsibilities

• Build and own a net-new partner pipeline across VARs, resellers, and MSPs.
• Leverage your existing partner relationships to create early opportunities and accelerate market entry.
• Pitch Aikido to partner account managers and enable them to actively position and sell the product.
• Run joint GTM motions that generate real pipeline and revenue.
• Close partner-sourced deals while supporting partner-influenced opportunities.
• Track pipeline creation, partner engagement, and revenue KPIs through CRM/PRM.
• Identify and recruit new partners in collaboration with the global partnerships team.
• Help shape the early US channel playbook and repeatable motions.

Skills

Federal government channel experience

Cybersecurity background

DevOps background

4+ years partner-driven pipeline in B2

Open doors / drive momentum in gov

Ownership mindset

Ambiguity tolerance

Tools

CRM/PRM

Job description

Aikido Security BV is seeking a Channel Business Manager to build our channel motion in the US from the ground up, focusing on VARs, resellers, and MSPs in the Boston/DMV area and broader federal market. You will own partner pipeline, activate partner sellers, and collaborate with US sales leadership to create revenue through partner-driven opportunities.

This role requires a hunter mindset and comfort with ambiguity as we scale.