Head of Channel Partnerships — Scale AI SaaS Ecosystems

The Cool Company; Miami (FL); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Competitive Salary

Health, Dental and Vision Insurance

Annual Performance Bonus

Paid Time Off

Company Holidays

Flexible work schedule

401k

Job summary

The COOL company is seeking a Head of Channel Partnerships to own the full partner lifecycle, from strategy to revenue delivery. You will build a high-performing partnerships team and collaborate across Sales, Marketing, Product, and Legal to scale co-selling with key channel partners.

You will recruit top strategic partners, architect onboarding and enablement programs, and govern a partner playbook while driving channel-sourced ARR in a fast-growing AI/ML SaaS environment.

Qualifications

• 8+ years in channel partnerships, alliances, or business development—B2B SaaS or AI/ML preferred.
• Proven track record building and scaling a partner program with $10M+ ARR influence.
• Experience recruiting, structuring, and managing partnerships with VARs, GSIs, ISVs, and tech alliances.
• Strong commercial acumen: structuring deals, negotiating contracts, co-sell motions with large partners.
• Excellent communication and executive presence; comfortable with C-suite stakeholders.
• CRM/PRM tools proficiency (Salesforce, PartnerStack, Impartner)
• Experience in a US-based entity with US GTM dynamics.

Responsibilities

• Define and own the US channel partner strategy and go-to-market priorities.
• Develop 12–24 month partner recruitment roadmap aligned to revenue goals.
• Establish KPIs for the channel program and report quarterly to CRO.
• Identify, recruit, and sign strategic partners including VARs, MSPs, GSIs and ISVs.
• Lead all negotiations for partnership agreements with Legal and Finance.
• Design and improve partner onboarding to enable sales within 30 days.

Skills

Channel partnerships

Business development

Partnership management

Executive communication

Contract negotiation

US market experience

Education

MBA or equivalent

Tools

Salesforce

PartnerStack

Impartner

Job description

The COOL company is seeking a Head of Channel Partnerships to own the full partner lifecycle, from strategy to revenue delivery. You will build a high-performing partnerships team and collaborate across Sales, Marketing, Product, and Legal to scale co-selling with key channel partners.

You will recruit top strategic partners, architect onboarding and enablement programs, and govern a partner playbook while driving channel-sourced ARR in a fast-growing AI/ML SaaS environment.