Channel Business Manager

Who you are

• This role is for a hunter mindset, someone who thrives on opening doors, creating opportunities, and building momentum where little exists
• Public sector / Federal channel sales experience
• Cybersecurity or DevOps experience
• 4+ years in channel sales, partner sales, or B2B SaaS sales
• Proven track record of building pipeline through partners
• Existing network of VARs, resellers, or MSPs
• Demonstrated ability to open doors and activate partner sellers
• Experience in fast-paced or scale-up environments
• Strong ownership mindset with a bias toward action and persistence
• Comfortable operating with ambiguity and building new processes
• Experience with PRM/CRM tools and pipeline reporting

What the job involves

• You will build Aikido’s channel motion from the ground up across VARs, resellers, and MSPs. This is a channel builder role focused on creating net-new pipeline through our existing network and activating partner sellers to generate revenue. You will collaborate closely with our US sales team and leadership, acting as the point person for partner-sourced growth in the region
• Build and own a net-new partner pipeline across VARs, resellers, and MSPs
• Leverage your existing partner relationships to create early opportunities and accelerate market entry
• Pitch Aikido to partner account managers and enable them to actively position and sell the product
• Run joint GTM motions that generate real pipeline and revenue
• Close partner-sourced deals while supporting partner-influenced opportunities
• Track pipeline creation, partner engagement, and revenue KPIs through CRM/PRM
• Identify and recruit new partners in collaboration with the global partnerships team
• Help shape the early US channel playbook and repeatable motions
• Your mission: build a strong partner-driven revenue engine starting from zero and scaling with urgency

Benefits

• Remote-friendly
• Flexible working hours