Head of Channel Partnerships, COOL AI - US, Remote

About The COOL Company

The COOL company believes in creating a win-win environment where everyone benefits. We are committed to ensuring users, publishers, franchisees, and advertisers all have a better experience and achieve more than they ever thought possible through our innovation, advanced AI, groundbreaking advertising technology, and teams of inspired experts.

Our products include DCO & Creative Automation, Franchise & Multi-Location, Media & Attribution, Publisher Experiences, and Supply-Side Platform. Coming soon is COOL AI, a next-generation advertising platform that uses AI to automate the media journey and maximize ROI.

About The Role

As we scale our go-to-market engine, channel partnerships are a strategic growth lever. The Head of Channel Partnerships will own the full partnership lifecycle, including strategy, recruitment, enablement, co-selling, and revenue performance. They 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.

Qualifications

• 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
• Prior 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

• 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
• 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
• 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
• 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
• 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