Head of Channel

📋 Description

• • At Coram AI, we’re reimagining video security for the modern world. Our cloud-native platform uses computer vision and AI to help businesses stay safe, make smarter decisions, and move faster; from real-time alerts to seamless clip sharing and multi-site visibility.
• • You’ll be joining an ambitious, fast-moving team that values clarity, craftsmanship, and impact. Every person here has a voice, ships meaningful work, and helps shape how AI can make the world safer and more connected.
• • THE ROLE
• • Coram is hiring a VP of Channel Partnerships to take ownership of our channel go-to-market. A foundation already exists, early relationships with resellers, VARs, and security installers/MSPs, but it's in its infancy and needs the rigor, experience, and process to scale into a real revenue engine. You'll assess what's in place, professionalize the program, and build it out into a durable channel motion across reseller/VAR and installer/MSP partnerships, reporting jointly to the Chief Sales Officer and CEO with direct visibility to the executive team.
• • WHAT YOU'LL DO
• • - 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.
• • WHAT WE'RE LOOKING FOR
• • - 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.
• • NICE TO HAVE
• • - An existing network within the physical security / low-voltage integrator community.
• • - Prior experience at a high-growth security, IoT, or hardware-plus-software company.
• • WHAT CORAM OFFERS
• • - 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.