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Coram AI is seeking a VP of Channel Partnerships to build and scale a channel go-to-market strategy from an early-stage foundation. The company provides a cloud-native video security platform powered by computer vision and AI, serving enterprise and SLED customers.
In this role, you will own the entire channel function, reporting jointly to the Chief Sales Officer and CEO. You'll assess the existing informal channel program (early relationships with resellers, VARs, security installers, and MSPs) and professionalize it into a scalable revenue engine.
Key responsibilities include:
- Developing channel strategy, structure, and processes to mature the program
- Establishing rigor in partner recruitment, qualification, and onboarding across reseller/VAR and installer/MSP channels
- Formalizing partner programs with tiering, margin structures, incentive programs, deal registration, and market development funds (MDF)
- Owning channel-sourced and channel-influenced revenue targets with pipeline reporting and forecasting
- Building partner enablement through sales training, technical certification, and co-selling playbooks
- Cross-functional collaboration with direct sales, marketing, and product to prevent channel conflict
- Representing Coram at industry trade shows and events to build partner pipeline
- Implementing systems to scale the program (partner portal, CRM tracking, deal registration)
- Hiring and leading a channel team as the program grows
Required qualifications: 6+ years in channel sales, partnerships, or alliances (ideally in physical security, low-voltage, or B2B hardware/SaaS), with at least 2+ years in channel leadership. You should have a proven track record of taking early-stage or informal channel programs and bringing rigor and process to scale them. Experience structuring partner agreements, incentive programs, and deal registration is essential. Familiarity with SLED and corporate/enterprise verticals is required. Strong executive presence, cross-functional leadership, and comfort with ambiguity are critical.
Preferred: existing relationships with security installers, systems integrators, or MSPs; network within the physical security/low-voltage integrator community; prior experience at high-growth security, IoT, or hardware-plus-software companies.
Coram AI was founded by Ashesh Jain (ex-Lyft Level 5, PhD Cornell) and Peter Ondruska (ex-Lyft, PhD Oxford). The company has raised over $65M from Ansa Capital, Battery Ventures, Mosaic, 8VC, and Up Partners, and was named to CB Insights AI 100.
