Head of Channel

About the Role

Coram is hiring a VP of Channel Partnerships to take ownership of our channel go-to-market. A foundation already exists with 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.

Responsibilities

• 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.

Requirements

• 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.

Benefits

• Competitive base salary plus performance-based incentive compensation.
• Meaningful equity in a fast-growing company.
• Comprehensive health, dental, and vision benefits.

About Coram AI

Coram AI is 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. 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, has raised over $65M, and was named to the CB Insights AI 100 as one of the most promising AI companies in the world.