Channel Manager, VAR Partnerships

Aegis AI; United States; A distancia; USD 90.000 - 160.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Remote role

Travel opportunities

Descripción de la vacante

Aegis AI, a fast-growing cybersecurity SaaS company, is seeking a Channel Manager to build and run our VAR partner program from the ground up. You’ll recruit, onboard and enable partners, grow relationships, and drive co-sourced pipeline and revenue through the channel.

This remote role requires 4+ years in channel sales or alliances, plus a proven ability to recruit VARs and manage cross-functional collaboration to scale partnerships. Travel ~25-40% as needed.

Formación

• 4+ years of channel sales, partnerships, or alliance management in cybersecurity SaaS or B2B software.
• Experience recruiting and growing VAR/MSP/reseller networks from early stages.
• Strong relationship-building and ability to work with cross-functional teams.

Responsabilidades

• Recruit, onboard, and activate VAR/reseller partners across target markets.
• Own and grow relationships with channel partners and position the platform effectively.
• Build partner enablement programs with training, certification, and resources.
• Develop joint GTM strategies with co-marketing and lead-gen initiatives.
• Drive partner-sourced/partner-influenced pipeline with sales and deal desks.
• Establish channel operations: tiering, incentives, workflows, scorecards.
• Represent Aegis at events and partner conferences to expand opportunities.
• Report channel performance to leadership and refine strategy over time.

Conocimientos

Channel sales

Partnerships

Cybersecurity SaaS

Public speaking

Descripción del empleo

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.