Head of Channel

- Assess the existing channel foundation and build the strategy, structure, and process to mature it into a scalable program.

- Bring rigor to partner recruitment, qualification, and onboarding across reseller/VAR and security installer/MSP channels.

- Formalize the partner program: tiering, margin and incentive structures, deal registration, and MDF (market development funds).

- Own channel-sourced and channel-influenced revenue targets, and build the pipeline reporting and forecasting to track them.

- Build partner enablement: sales and technical training, certification, and co-selling playbooks.

- Partner cross-functionally with direct sales, marketing, and product to avoid channel conflict and align on ICP.

- Represent Coram at industry trade shows and events to build the partner pipeline.

- Put in place the systems needed to scale the program (partner portal, CRM tracking, deal registration workflow).

- Hire and lead a channel team as the program matures.

- 6+ years in channel sales, partnerships, or alliances, ideally in physical security, low-voltage, security integration, or adjacent B2B hardware/SaaS (at least 2+ years in channel leadership).

- A proven track record of taking an early-stage or informal channel program and bringing the rigor and process to scale it, not just running a mature one.

- Existing relationships with security installers, systems integrators, and/or MSPs strongly preferred.

- Experience structuring and negotiating partner agreements, incentive programs, and deal registration.

- Experience selling into both SLED (state, local, education) and corporate/enterprise verticals.

- Strong executive presence and cross-functional leadership; comfortable operating with significant ambiguity.

- Willingness to travel regularly for partner and industry events.

- An existing network within the physical security / low-voltage integrator community.

- Prior experience at a high-growth security, IoT, or hardware-plus-software company.

- Competitive base salary plus performance-based incentive compensation.

- Meaningful equity in a fast-growing company.

- Comprehensive health, dental, and vision benefits.

- A high-ownership seat at the table to shape a function still early in its life, with direct exec-level backing to scale it

We're on a mission to transform a $50B+ legacy industry by bringing the power of cutting-edge multimodal LLMs and computer vision to real-world security and operations. From firearm detection to intelligent access control, our AI-native platform turns every camera and sensor into a smart system that enhances safety, efficiency, and awareness.

Founded by Ashesh Jain (ex-Lyft Level 5, PhD Cornell) and Peter Ondruska (ex-Lyft, PhD Oxford), Coram AI is backed by Ansa Capital, Battery Ventures, Mosaic, 8VC and Up Partners, have raised over $65M, and were named to the CB Insights AI 100 as one of the most promising AI companies in the world. If you're excited to work on mission-critical AI that makes an impact in the real world, we'd love to meet you.