Channel Manager, VAR Partnerships

Aegis AI

3d•Remote

About The Position

Aegis AI is seeking a Channel Manager to build and lead its Value-Added Reseller (VAR) partner program from inception. This role will be the central point of contact for the reseller and channel partner ecosystem, focusing on recruiting new VARs, enabling existing ones to effectively sell Aegis's AI-powered email security solutions, and driving co-sourced pipeline and revenue. This is a strategic, relationship-driven position for an individual who thrives on building growth initiatives rather than executing pre-existing plans.

Requirements

4+ years of experience in channel sales, partnerships, or alliance management, preferably in cybersecurity, SaaS, or technical B2B software.
Proven ability to recruit and grow VAR, MSP, or reseller relationships from an early stage.
Strong relationship-building skills with partner principals, sales reps, and technical teams.
Comfort operating with ambiguity and creating processes in a new program.
Solid understanding of channel economics, including deal registration, margin/discount structures, MDF, and partner incentive design.
Excellent communication and presentation skills.
Self-starter capable of managing a travel schedule and working effectively as a remote employee.
Willingness to travel regularly for partner visits, events, and conferences (~25-40%).

Nice To Haves

Familiarity with email security, cybersecurity, or adjacent IT infrastructure categories.

Responsibilities

Recruit, onboard, and activate new VAR and reseller partners, building a partner pipeline and prioritizing based on fit, reach, and revenue potential.
Manage and grow relationships with existing channel partners, serving as their internal advocate and trusted advisor.
Develop partner enablement programs, including training, certification, sales collateral, and technical resources.
Create and manage partner business plans and joint go-to-market strategies, including co-marketing campaigns and lead-generation initiatives.
Drive and track partner-sourced and partner-influenced pipeline in collaboration with sales, supporting deal registration, pricing, and deal desk processes.
Establish the operational framework for the channel program, including partner tiering, incentive structures, deal registration workflows, and performance scorecards.
Represent Aegis at channel and industry events, partner conferences, and QBRs.
Report on channel program performance to leadership, using data to refine partner strategy.
Act as the internal voice of the channel, collaborating with sales, marketing, product, and legal to enhance the partner experience.