Channel Lead

Reducto•San Francisco, CA

1d•Onsite

About The Position

Reducto is seeking a Channel Lead to establish and grow its channel program from the ground up. The company is experiencing significant inbound interest from service partners, including systems integrators and implementation partners, who wish to resell, implement, and manage Reducto for their clients. The Channel Lead will be responsible for defining the partner structure and agreements, recruiting and enabling initial partners, and transforming inbound interest into a consistent source of pipeline and revenue. This role requires a builder who can design and operate a channel program, demonstrate a track record of generating revenue through partners, and build strong relationships with partner executives and delivery teams.

Requirements

Demonstrated experience taking a channel motion from inception to a functioning program.
Understanding of how to structure a channel program: partner tiers, deal registration, agreements, and commercial rules of engagement.
Comfort with both designing strategy and performing early, hands-on work, including writing agreements, conducting partner calls, and creating enablement materials.
Demonstrated history of generating pipeline and closed revenue through resellers, systems integrators, or implementation partners.
Ability to build trust quickly with partner executives and delivery teams, and maintain partner engagement and productivity.

Nice To Haves

Experience building a channel or partner program at an early-stage AI or infrastructure startup.
Existing relationships with systems integrators or resellers serving enterprise AI or document-heavy workflows.
Experience with partner relationship management (PRM) tooling.
A track record of being both the architect and the early operator of a partner program, not just its steady-state manager.

Responsibilities

Designing the foundational structure of Reducto's channel partner program, including partner tiers, deal registration, and agreement templates
Identifying, recruiting, and onboarding the reseller, implementation, and systems integrator partners best suited to Reducto's product and customer base
Negotiating and finalizing partner agreements in coordination with legal and finance
Building partner enablement — pitch materials, technical training, certification — so partners can sell and implement Reducto confidently
Owning partner-sourced pipeline and revenue targets, and building the reporting to track them
Running a regular partner cadence, including pipeline reviews and business reviews with active partners
Formalizing processes and documentation as the program matures, so it can scale beyond a single owner