Channel Manager, VAR Partnerships

AegisAI, Inc.; Northern (KY); Hybrid; USD 90,000 - 150,000; Full time

Job summary

Aegis AI is seeking a Channel Manager to build and run our VAR partner program from the ground up. You will recruit new VARs, enable them to sell our cybersecurity platform, and drive co-sourced pipeline through the channel.

This remote role requires strong relationship-building and a track record in channel sales. This position involves traveling ~25-40%, working cross-functionally with sales, marketing, product, and legal to remove friction for partners and accelerate revenue growth.

Qualifications

• 4+ years in channel sales, partnerships, or alliance management in cybersecurity, SaaS, or technical B2B software.

Responsibilities

• Recruit, onboard, and activate new VAR and reseller partners, building a channel pipeline from scratch.
• Own and grow relationships with existing channel partners, acting as their advocate inside Aegis.
• Build partner enablement programs with training, certification, and sales resources.
• Develop and manage partner business plans and joint go-to-market strategies with key VARs.
• Drive partner-sourced and partner-influenced pipeline with sales, including deal registration and pricing.
• Establish the operational foundation: tiering, incentives, workflows, and scorecards.
• Represent Aegis at channel events and QBRs to strengthen relationships and opportunities.
• Report on channel program performance to leadership and refine strategy.
• Serve as the internal voice of the channel across sales, marketing, product, and legal.

Skills

Channel sales

Partnerships management

Relationship building

Remote work

Travel readiness

Job description

About Aegis AI

Aegis AI builds AI-powered email security that stops the phishing, business email compromise, and social engineering attacks that slip past legacy secure email gateways. As we scale, channel partnerships are becoming a core route to market alongside our direct sales motion, and this role will own that build‑out.

About the Role

We're hiring a Channel Manager to build and run our Value-Added Reseller (VAR) partner program from the ground up. You'll be the primary point of contact for our reseller and channel partner ecosystem, recruiting new VARs, enabling existing ones to sell Aegis effectively, and driving co-sourced pipeline and revenue through the channel. This is a highly cross‑functional, relationship‑driven role for someone who wants to own a strategic growth motion rather than execute against someone else's playbook.

What You'll Do

• Recruit, onboard, and activate new VAR and reseller partners across our target markets, building a partner pipeline from scratch and prioritizing based on fit, reach, and revenue potential.
• Own and grow relationships with existing channel partners, acting as their primary advocate inside Aegis and their trusted advisor on how to position and sell our platform.
• Build partner enablement programs, including training, certification, sales collateral, and technical resources, so partners can confidently sell and support Aegis independently.
• Develop and manage partner business plans and joint go‑to‑market strategies, including co‑marketing campaigns and lead‑generation initiatives with key VARs.
• Drive and track partner‑sourced and partner‑influenced pipeline in collaboration with sales, working closely with Account Executives to support deal registration, pricing, and deal desk processes.
• Establish the operational foundation for the channel program: partner tiering, incentive structures, deal registration workflows, and performance scorecards.
• Represent Aegis at channel and industry events, partner conferences, and QBRs to strengthen relationships and identify new partnership opportunities.
• Report on channel program performance to sales and executive leadership, using data to refine partner strategy and investment over time.
• Serve as the internal voice of the channel, working cross‑functionally with sales, marketing, product, and legal to remove friction for partners and improve the partner experience.

What We're Looking For

• 4+ years of experience in channel sales, partnerships, or alliance management, ideally in cybersecurity, SaaS, or another technical B2B software category.
• A track record of recruiting and growing VAR, MSP, or reseller relationships from an early stage, not just managing an established partner base.
• Strong relationship‑builder who can earn trust with partner principals, sales reps, and technical teams alike.
• Comfortable operating with ambiguity: this program is being built, not inherited, so you'll need to create process, not just follow it.
• Solid grasp of channel economics: deal registration, margin/discount structures, MDF, and partner incentive design.
• Excellent communicator and presenter, equally effective in a boardroom pitch and a technical enablement session.
• Self‑starter who can 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 (~25-40%).

Why Aegis AI

You'll have the rare opportunity to build a channel program from the ground floor at a fast‑growing security company, shaping the strategy, the partners we choose, and the playbook the company uses for years to come. Your work will directly and visibly expand our market reach and revenue.

Location: Remote, United States. Compensation and benefits details available upon request during the interview process.