Channel & Partner Manager

Aqueduct Technologies Inc.; Canton (MA); On-site; USD 90,000 - 130,000; Full time

Job summary

Aqueduct Technologies is seeking a Channel & Partner Manager to own and grow Aqueduct's vendor and partner ecosystem, a revenue–driving function. You will build the infrastructure for activating vendor partnerships, MDF and co‑sell opportunities, and translate programs into qualified pipeline for our sales team.

You’ll work directly with the EVP of Sales & Marketing and alongside account managers and solutions architects to ensure vendor relationships are strategic, funded, and producing

Qualifications

• 2–5 years channel/partner management experience in a VAR, MSP, distributor, or tech-solutions environment.
• Ability to translate partner activities into measurable revenue pipeline.
• Existing vendor relationships with field and channel teams is a plus.
• Experience managing MDF budgets and co-marketing programs end-to-end.
• Willingness to travel locally and regionally for meetings and events.

Responsibilities

• Build and manage partner program framework with tiering, certifications, and ROI tracking.
• Own vendor relationships and serve as primary contact for partner field teams.
• Segment vendors by strategic importance and advise on focus levels.
• Create joint business plans with priority vendors including MDF strategy and pipeline goals.
• Identify and deploy MDF and co-marketing funds for pipeline activities.
• Drive joint pipeline reviews and QBRs with top-tier vendors.
• Collaborate with account managers on co-sell opportunities and vendor overlays.
• Enable sales with vendor program knowledge, incentives, and deal registration guidance.
• Track partner-influenced and partner-sourced pipeline as a KPI for monthly reporting.

Skills

Channel management

Partner management

Alliance management

MDF budgeting

Co-marketing

Sales enablement

Relationship building

Executive communication

Travel willingness

Education

Bachelor's degree or equivalent

Job description

We're hiring a Channel & Partner Manager to own and grow Aqueduct's vendor and partner ecosystem. This is a revenue‑driving function. In this role, you'll build the infrastructure for how Aqueduct activates vendor partnerships, maximizes MDF and co‑sell opportunities, and translates partner programs into qualified pipeline for our sales team.

You’ll work directly with the EVP of Sales & Marketing and alongside our account managers and solutions architects to ensure vendor relationships are strategic, funded, and producing results.

Core Responsibilities:

• Build and manage Aqueduct's partner program framework, including tiering, certifications, and ROI tracking across key vendors.
• Own vendor relationships across Aqueduct's core portfolio (networking, security, cloud, compute) and serve as the primary point of contact for partner field teams.
• Segment vendors by strategic importance, revenue potential, solution alignment, field engagement, profitability, and investment level; recommend where Aqueduct should increase, maintain, or reduce partner focus.
• Build joint business plans with priority vendors, including target accounts, campaign plans, enablement priorities, MDF strategy, pipeline goals, and executive engagement cadence.
• Identify, claim, and deploy MDF and co‑marketing funds to support pipeline generation activities.
• Drive joint pipeline reviews and QBRs with top‑tier vendors on a regular cadence.
• Collaborate with account managers on co‑sell opportunities, joining customer conversations where vendor overlay accelerates the deal.
• Enable the internal sales team with vendor program knowledge, incentive structures, and deal registration guidance.
• Track partner‑influenced and partner‑sourced pipeline as a defined KPI and report to leadership monthly.

Required Skills and Qualifications:

• 2-5 years of channel, partner, or alliance management experience in a VAR, MSP, distributor, or technology solutions environment.
• Demonstrated ability to translate partner program activity into measurable revenue pipeline.
• Existing relationships with key vendor field and channel teams is a significant advantage.
• Experience managing MDF budgets and co‑marketing programs end‑to‑end.
• Demonstrated accountability, including ownership of outcomes, reliable follow‑through, and proactive communication.
• Strong work ethic and consistent effort, with the diligence to drive work forward.
• Ability to learn quickly, solve problems, apply feedback, and build knowledge in a fast‑paced, entrepreneurial environment.
• Adaptability and resilience when priorities, customer needs, technologies, or business conditions change.
• Positive, growth‑oriented attitude.
• Strong communication and executive presence. Comfortable in front of vendor leadership and Aqueduct clients alike.
• Bachelor's degree or equivalent professional.
• Ability to travel locally and regionally for vendor meetings, customer events, partner QBRs, and industry events as needed.

Recruitment Fraud Notice: Recruitment fraud is an increasingly common scam where individuals pose as employers to offer fictitious job opportunities. Scammers sometimes impersonate recruiters on LinkedIn and other channels. We will never ask for payment or sensitive personal information during the hiring process. Verify any role on our official Careers site.

Aqueduct Technologies is committed to developing a diverse and talented team. We celebrate and support diversity and are committed to making an inclusive environment for all employees and applicants including women, minorities, individuals with disabilities, members of the LGBTQIA community, veterans, and any other legally protected group. We are an Equal Opportunity Employer and do not discriminate against any employee or applicant on the basis of any status protected by federal, state, or local laws.

This position is not eligible for visa sponsorship. Candidates must have authorization to work in the U.S. without the need for employer sponsorship now or in the future.