Head of Channel

Cast AI

4d • $250,000 - $300,000 • Remote

About The Position

This is a ground-floor build, not a maintenance job. The foundation is real - a defined partner tiering model, a growing partner base, and two Partner Managers already running the MSP and VAR tiers day-to-day. What's missing is the person who turns that foundation into a repeatable, scaling engine: recruiting and activating the partners that actually move revenue, standing up the GSI motion from scratch, and making partner-sourced pipeline a forecastable line in Cast AI's growth.
You'll manage and grow the PAM team, but you'll also carry your own strategic relationships - particularly at the GSI level - and be the person the Director of Partnerships and sales leadership turn to for how the channel is performing and where it's headed. As Cast AI scales past unicorn status, this is a genuine build-and-own mandate, not an inherited process to maintain.

Requirements

• Track record building or scaling a multi-tier partner programme (MSP, VAR, GSI, or similar) at a high-growth SaaS or cloud infrastructure company.
• Direct experience with GSIs - ability to structure and activate a relationship with a systems integrator, not just a reseller.
• Proven experience managing a team of PAMs or a channel team - hiring, coaching, and performance-managing multiple direct reports, with the judgment to know when to let them run and when to get involved.
• Excellent executive presence - able to represent Cast AI credibly with senior partner stakeholders and with internal sales/exec leadership.
• Comfortable selling to and through DevOps, Platform Engineering, and FinOps personas.
• Working familiarity with AWS, GCP, and Azure.
• Hands-on with the mechanics of a channel programme: deal registration, joint account planning, QBRs, co-sell motions, partner incentives.
• Background at a digital-native company, startup, or ISV preferred - someone who has scaled a channel function before, not just inherited one.

Responsibilities

• Full ownership of the Cast AI Channel Program - strategy, structure, and results.
• Build the GSI motion from the ground up - recruitment, executive relationship-building, and joint go-to-market planning with systems integrators.
• Develop a scaled strategy for MSPs and Cloud Consultants that turns the tier into its own revenue stream.
• Manage the PAM team across territories, with room to hire and develop as the function grows.
• Oversee recruitment, onboarding, and activation across all three tiers, with direct focus on the top strategic MSP and VAR targets.
• Establish the operating cadence across the program - QBRs, joint account planning, partner advisory input.
• Develop program infrastructure - tiering criteria, incentive structures, deal registration process, enablement and certification content.
• Ensure cross-functional alignment with Sales, SEs, Marketing, Product, Finance, and Legal to keep channel strategy tied to company priorities.

Benefits

• Flexible, remote-first global environment.
• 401(k) retirement plan 100% company match on employee contributions up to 6% of pay (available after 3 months of employment).
• Access UnitedHealthcare plans including medical, dental, and vision coverage.
• Equity options.
• Learning budget for professional and personal growth.
• Team-building budget and company events.
• Equipment budget.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed