Channel Partnerships Manager

AidKit

7d•$120,000 - $130,000•Remote

About The Position

AidKit is hiring a Channel Partnerships Manager to build and operate the partner ecosystem that makes selling into government faster, easier, and more repeatable. This role reports to the Chief Revenue Officer, and is fully-remote with some travel (US based). This role does not directly sell to government agencies. Instead, it exists to open and strengthen the strategic channels through which AidKit reaches them. You will identify, structure, and activate partnerships that expand our access to public-sector opportunities — whether that means working with prime contractors, NGOs, foundations, policy organizations, or existing customers who can act as champions. Sometimes our partners will be the prime. Sometimes they will be the customer. Sometimes they will be both or neither, but still critical to winning. Your job is to understand those dynamics and design partnership motions that support our Sales team and accelerate contracting. This is a strategic, externally facing role for someone who understands how government ecosystems work and can translate that complexity into leverage for a growing GovTech company.

Requirements

5+ years of experience in channel partnerships, GovTech, public-sector consulting, consultative sales or adjacent roles.
Hands-on experience working alongside sales teams to unlock complex deals.
A strong understanding of government procurement and prime/sub dynamics.
Comfort navigating ambiguity and long timelines, while maintaining urgency for our solution int he market.
Thinks in ecosystems, not single deals.
Can translate messy, multi-stakeholder realities into clear partner strategies.
Communicates clearly with partners, internal teams, and senior stakeholders.
Cares deeply about building dignified, effective systems for delivering aid.

Nice To Haves

Experience working in disaster relief and recovery preferred, but not required.

Responsibilities

Identify and develop strategic channel partners that expand AidKit’s reach into state and local government.
Build a diversified channel portfolio, including:
Prime contractors and advisory firms
Complementary technology companies
NGOs, foundations, community based organizations, and policy groups
Define when and how each partner type fits into AidKit’s broader go-to-market motion.
Lead partner and teaming strategy for RFPs, RFIs and other procurements
Help position AidKit as a preferred or required technology
Shape awareness and credibility before a formal buying process begins.
Work closely with Sales to support government and nonprofit opportunities by:
Opening doors to the right partners
Aligning incentives and roles across AidKit, partners, and buyers
Supporting deal strategy, sequencing, and stakeholder mapping
Ensure partners are prepared to advocate for and co-sell AidKit, building playbooks, messaging and enablement materials to help them:
Understand AidKit’s value
Confidently explain our role in complex programs
Know when and how to bring us in to opportunities