Channel Lead
On-siteSan Francisco, California, United States
Job Summary
Design Reducto's channel partner program from the ground up by defining partner tiers, deal registration, and agreement templates. Identify, recruit, and onboard reseller, implementation, and systems integrator partners suited to the enterprise AI customer base. Negotiate and finalize partner agreements in coordination with legal and finance, while building enablement materials and technical training for partners. Own partner-sourced pipeline and revenue targets, running regular pipeline and business reviews with active partners. Formalize processes and documentation as the program matures to enable scaling. This in-person role in San Francisco requires a track record of building channel motions from nothing to something, with hands-on experience in designing strategy and executing early operations.
Required Qualifications
- clearly demonstrated taking a channel motion from nothing to something
- can point to a program you personally built, not one you inherited
- understand how to structure a channel program: partner tiers, deal registration, agreements, and the commercial rules of engagement that make a partner-led motion repeatable
- comfortable both designing the strategy and doing the early, hands-on work yourself
- writing the first agreement
- running the first partner calls
- building the first enablement materials
- demonstrated history of generating pipeline and closed revenue through resellers, systems integrators, or implementation partners
- earn trust quickly with partner executives and delivery teams
- know how to keep a partner engaged and productive long after the agreement is signed
- 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
- in-person role based in our San Francisco office
Desired Qualifications
- 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
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.