Head of Channel Partnerships, COOL AI
About the Role
COOL AI is on a mission to make artificial intelligence accessible, intuitive, and impactful for every business. As we scale our go-to-market engine, channel partnerships are a strategic growth lever-enabling us to reach new markets, verticals, and customer segments faster than a direct-only model could.
The Head of Channel Partnerships will own the full partnership lifecycle: strategy, recruitment, enablement, co-selling, and revenue performance. You will build and lead a high-performing partnerships team, work cross-functionally with Sales, Marketing, Product, and Legal, and be the internal and external face of COOL AI's partner ecosystem. This is a player-coach role for someone who loves closing big deals AND developing the systems, people, and playbooks to scale.
Qualifications
Required
- 8+ years in channel partnerships, alliances, or business development-preferably in a B2B SaaS or AI/ML company
- Proven track record of building and scaling a partner program from early stage to meaningful ARR contribution ($10M+ influenced or sourced)
- Experience recruiting, structuring, and managing partnerships with VARs, GSIs, ISVs, and technology alliances
- Strong commercial acumen: you can structure deals, negotiate contracts, and manage co-sell motions with large channel partners
- Excellent communication and executive presence-you're comfortable presenting to C-suite stakeholders internally and externally
- Proficiency with CRM and PRM tools (Salesforce, PartnerStack, Impartner, or similar)
- Experience working in a US-based entity with an understanding of US go-to-market dynamics
Preferred
- Experience in the AI, ML, or data infrastructure space
- MBA or equivalent advanced degree
- Prior team-building experience (hired and led a partnerships team of 3+)
- Familiarity with AWS, Google Cloud, or Azure marketplace and co-sell programs
- Track record of working with SI partners on large enterprise implementations
Responsibilities & Duties
Strategy & Planning
- Define and own the COOL AI channel partner strategy for the US market, including partner tier model, target partner profiles, and go-to-market priorities
- Develop a 12-24 month partner recruitment roadmap aligned to revenue and market expansion goals
- Establish KPIs for the channel program (sourced ARR, influenced ARR, partner-attached deals, partner-sourced pipeline) and report to CRO quarterly
Partner Recruitment & Onboarding
- Identify, recruit, and sign strategic partners including VARs, managed service providers, GSIs, and technology ISVs
- Lead all commercial negotiations for partnership agreements, working with Legal and Finance
- Design and continuously improve the partner onboarding experience, ensuring partners can sell COOL AI effectively within 30 days of signing
Partner Enablement & Co-Selling
- Build and maintain a partner enablement program including sales training, certification tracks, co-marketing assets, and a partner portal
- Work closely with COOL AI AEs on co-sell motions-setting rules of engagement, joint account planning, and deal registration
- Coordinate with Marketing on partner-focused demand generation, events, and co-branded content
Revenue Ownership
- Own and deliver against a channel-sourced and channel-influenced revenue target
- Forecast partner pipeline weekly with accuracy; escalate blockers proactively
- Manage partner incentive programs (rebates, MDF, SPIFs) within approved budget
Team & Operations
- Hire, develop, and lead a partnerships team as headcount is approved (initial hire: Partner Success Manager and Partner Marketing Manager)
- Select and administer PRM software to manage partner records, deal registration, and enablement content
- Create and maintain a Partner Playbook documenting COOL AI's partner rules of engagement, processes, and best practices
Professional Competencies
- Strategic Thinking
Able to synthesize market signals, competitive intelligence, and internal data to build a partner strategy that is differentiated and durable. Sees around corners and anticipates how the ecosystem will evolve. - Commercial Excellence
Highly skilled negotiator who can structure win-win agreements. Understands unit economics and total-contract-value thinking. Balances partner incentives with COOL AI margin requirements. - Relationship Building
Builds authentic, trust-based relationships at all levels-from SDRs at a VAR to the CRO at a GSI. Maintains a strong personal network in the partner ecosystem. - Cross-functional Leadership
Operates as a connective tissue between Sales, Marketing, Product, and Legal. Can influence without authority and drive alignment across competing priorities. - Execution & Accountability
Sets clear goals, builds operational rigor, and holds the team and partners accountable to commitments. Uses data to diagnose and improve performance. - Communication & Presence
Exceptional written and verbal communicator. Can distill complex information into crisp narratives for diverse audiences. Compelling presenter and storyteller.
Cultural Competencies
- Must be able to work primarily between the hours of 9:30 AM - 6:30 PM ET
- Must have a player/coach mentality, willing to both execute and lead. Ability to juggle multiple projects concurrently and set and meet deadlines
- Skilled at receiving and providing direct feedback
- Collaborative mindset and great teamwork skills
- Entrepreneurial & adaptable; great learning skills
- Curious, research-minded, data-informed
- Able to search for possible solutions and apply them
- Creative confidence
- Proactive communicator
- A sense of humor and a love of online culture
- Thrives in a start-up culture
Benefits
- Competitive Salary
- Health, Dental and Vision Insurance
- Annual Performance Bonus
- Paid Time Off
- Company Holidays
- Flexible work schedule
- 401k
