VP of Channel | USA

Required

• Track record building or scaling a multi-tier partner programme (MSP, VAR, GSI, or similar) at a high-growth SaaS or cloud infrastructure company
• Direct experience with GSIs - you know how to structure and activate a relationship with a systems integrator, not just a reseller
• Proven experience managing a team of PAMs or a channel team - hiring, coaching, and performance-managing multiple direct reports, with the judgment to know when to let them run and when to get involved
• Excellent executive presence - able to represent Cast AI credibly with senior partner stakeholders and with internal sales/exec leadership
• Comfortable selling to and through DevOps, Platform Engineering, and FinOps personas; working familiarity with AWS, GCP, and Azure
• Hands-on with the mechanics of a channel programme: deal registration, joint account planning, QBRs, co-sell motions, partner incentives
• Background at a digital-native company, startup, or ISV preferred - someone who has scaled a channel function before, not just inherited one
• This role requires the candidate to be based in the U.S. Eastern or Central time zone to support close collaboration with our international teams.
• What You'll Own:
• You'll have full ownership of the Cast AI Channel Program - strategy, structure, and results.
• The GSI motion, built from the ground up - recruitment, executive relationship-building, and joint go-to-market planning with systems integrators
• A scaled strategy for MSPs and Cloud Consultants that turns the tier into its own revenue stream