Channel Business Manager – Federal (US East Coast)

About the role

We are looking for a Channel Business Manager focused on the Federal market to build and scale Aikido’s partner‑driven revenue engine across the US East Coast, including Boston and the DMV region. You will create net‑new pipeline through VARs, resellers and MSPs, and work closely with the US sales team to drive partner‑sourced growth.

Key responsibilities

• Build and own a net‑new partner pipeline across VARs, resellers, and MSPs.
• Leverage existing partner relationships to generate early opportunities and accelerate market entry.
• Pitch Aikido to partner account managers and enable them to position and sell the product.
• Run joint go‑to‑market motions that generate 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.

Required profile

• Federal government channel experience.
• Cybersecurity or DevOps background.
• 4+ years building partner‑driven pipeline in channel, partner, or B2B SaaS sales.
• Existing network of VARs, resellers, integrators, and other partners that sell into federal accounts.
• Demonstrated ability to open doors, activate partner sellers, and drive momentum in a government buying environment.
• Strong ownership mindset with a bias toward action and persistence.
• Comfortable operating with ambiguity, building new processes, and helping define the motion as the business grows.

What we offer

• Short decision lines and big ownership on impactful projects.
• Top‑tier tech compensation and equity.
• Flexibility in working hours.
• High‑trust, values‑driven, informal company culture.