Head of Channel
$250,000–$300,000 year
RemoteUnited States or Miami, Florida, United States
Job Summary
Own the Cast AI Channel Program strategy, structure, and results, building the GSI motion from the ground up through recruitment and executive relationship-building with systems integrators. Scale the MSP and VAR tiers by recruiting, onboarding, and activating top strategic targets while managing a direct PAM team across territories. Establish the operating cadence including QBRs, joint account planning, and deal registration processes, ensuring cross-functional alignment with Sales, Marketing, Product, and Finance. Lead the channel function as a ground-floor build to turn the partner base into a forecastable revenue line.
Required Qualifications
- 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 - you know how 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
Desired Qualifications
- Background at a digital-native company, startup, or ISV preferred - someone who has scaled a channel function before, not just inherited one
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