We're hiring a Channel & Partner Manager to own and grow Aqueduct's vendor and partner ecosystem. This is a revenue-driving function. In this role, you'll build the infrastructure for how Aqueduct activates vendor partnerships, maximizes MDF and co-sell opportunities, and translates partner programs into qualified pipeline for our sales team.
You'll work directly with the EVP of Sales & Marketing and alongside our account managers and solutions architects to ensure vendor relationships are strategic, funded, and producing results.
Core Responsibilities:- Build and manage Aqueduct's partner program framework, including tiering, certifications, and ROI tracking across key vendors.
- Own vendor relationships across Aqueduct's core portfolio (networking, security, cloud, compute) and serve as the primary point of contact for partner field teams.
- Segment vendors by strategic importance, revenue potential, solution alignment, field engagement, profitability, and investment level; recommend where Aqueduct should increase, maintain, or reduce partner focus.
- Build joint business plans with priority vendors, including target accounts, campaign plans, enablement priorities, MDF strategy, pipeline goals, and executive engagement cadence.
- Identify, claim, and deploy MDF and co-marketing funds to support pipeline generation activities.
- Drive joint pipeline reviews and QBRs with top-tier vendors on a regular cadence.
- Collaborate with account managers on co-sell opportunities, joining customer conversations where vendor overlay accelerates the deal.
- Enable the internal sales team with vendor program knowledge, incentive structures, and deal registration guidance.
- Track partner-influenced and partner-sourced pipeline as a defined KPI and report to leadership monthly.
Required Skills and Qualifications:- 2-5 years of channel, partner, or alliance management experience in a VAR, MSP, distributor, or technology solutions environment.
- Demonstrated ability to translate partner program activity into measurable revenue pipeline.
- Existing relationships with key vendor field and channel teams is a significant advantage.
- Experience managing MDF budgets and co-marketing programs end-to-end.
- Demonstrated accountability, including ownership of outcomes, reliable follow-through, and proactive communication.
- Strong work ethic and consistent effort, with the diligence to drive work forward.
- Ability to learn quickly, solve problems, apply feedback, and build knowledge in a fast-paced, entrepreneurial environment.
- Adaptability and resilience when priorities, customer needs, technologies, or business conditions change.
- Positive, growth-oriented attitude.
- Strong communication and executive presence. Comfortable in front of vendor leadership and Aqueduct clients alike.
- Bachelor's degree or equivalent professional
- Ability to travel locally and regionally for vendor meetings, customer events, partner QBRs, and industry events as needed.
