The RoleCoram 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
