Vice President of Channel & Partnerships

VP, Channel & Strategic Partnerships

📍 Reston, VA

💰 $200,000 - 240,000 base + bonus/OKR incentives + equity (negotiable depending on experience)

📌 $275M raised | Backed by AMD Ventures

We’re partnering with an AI infrastructure company building explainable and auditable AI systems for enterprise and regulated industries. Their platform is already being deployed across high-stakes environments spanning defense, telecom, financial services, and critical infrastructure.

Following strong enterprise traction and growing strategic partner demand, they’re now making a major investment into their channel and partnerships organisation.

You’ll help build and operationalise the company’s entire partner ecosystem across hyperscalers, VARs, hardware vendors, and strategic enterprise partners. The business already has active relationships with organisations including AWS, Nvidia, and leading infrastructure/channel players, but leadership now needs someone to turn those relationships into a scalable, repeatable revenue engine.

They’re looking for someone who has built programmatic sell-with / sell-through / sell-for channel motions before and can scale a channel organisation from early traction into a meaningful enterprise growth driver.

What You’ll Do

• Build and operationalise the company’s channel and partner organisation
• Manage and scale a growing team of Channel Account Directors (CADs)
• Create repeatable partner programmes across hyperscalers, VARs, CSPs, hardware partners, and strategic channel relationships
• Drive partner-sourced and partner-influenced enterprise pipeline
• Coordinate cross-functional execution across sales, product, solutions architecture, and marketing
• Help recruit and shape the broader channel organisation as the team scales
• Build structure, accountability, and operational cadence across strategic partner relationships
• Work closely with executive leadership on partner expansion and enterprise GTM strategy
• Represent the company across strategic partner ecosystems and enterprise relationships

What They’re Looking For

• 10+ years in channel partnerships, alliances, enterprise ecosystems, or partner-led GTM
• Strong experience building channel functions and operational partner programmes from the ground up
• Background working across sell-with / sell-through / sell-for motions
• Experience with hyperscalers, infrastructure ecosystems, VARs, GSIs, or enterprise channel organisations
• Strong preference for backgrounds in AI infrastructure, cybersecurity, cloud infrastructure, enterprise software, or strategic hardware ecosystems
• Track record of generating partner-driven pipeline and scaling enterprise partnerships
• Experience managing and developing channel/account teams
• Commercial operator mindset with strong executive presence and organisational leadership
• Ability to operate in high-growth, ambiguous environments and build structure quickly

What Success Looks Like

• Standing up scalable partner operations across multiple strategic ecosystems
• Building a high-performing CAD organisation and operational rhythm
• Generating $10M–$20M+ in partner-influenced pipeline
• Turning founder-led partner relationships into a repeatable enterprise growth engine
• Creating scalable channel processes ahead of the company’s next phase of growth and financing

Why It’s Interesting

• Board-level investment into channel growth
• Direct exposure to hyperscalers, infrastructure vendors, and enterprise AI deployments
• High visibility role working closely with executive leadership
• Opportunity to build the channel organisation at a genuine inflection point
• Fast-moving company operating in one of the most important areas of enterprise AI: trust, explainability, and secure deployment
• Meaningful equity participation ahead of the next stage of scale