Head of Channel

Why Cast AI? Cast AI is an automation platform that operates cloud-native and AI infrastructure at scale. By embedding autonomous decision-making directly into Kubernetes and cloud environments, Cast AI continuously optimizes performance, reliability, and efficiency in production. The old way doesn't work. As Kubernetes and AI environments grow, manual decisions don’t. Cast AI replaces tickets, alerts, and manual tuning with continuous automation that adapts infrastructure as conditions change. Efficiency and cost savings follow naturally from that automation. Over 2,100 companies already rely on Cast AI, including Akamai, BMW, Cisco, FICO, HuggingFace, NielsenIQ, Swisscom, and TGS. Global team, diverse perspectives We're headquartered in Miami, but our impact is international. We take a global and intentional approach to diversity. Today, Cast AI operates across 34 countries spanning Europe, North America, Latin America, and APAC, bringing a wide range of perspectives into how we build and lead. Unicorn momentum In January 2026, we achieved unicorn status with a strategic investment from Pacific Alliance Ventures, the corporate venture arm of Shinsegae Group (a $50+ billion Korean conglomerate). Our valuation now exceeds $1 billion, and we're just getting started. Join us as we build the future of autonomous infrastructure. About the role This is a ground-floor build, not a maintenance job. The foundation is real - a defined partner tiering model, a growing partner base, and two Partner Managers already running the MSP and VAR tiers day-to-day. What's missing is the person who turns that foundation into a repeatable, scaling engine: recruiting and activating the partners that actually move revenue, standing up the GSI motion from scratch, and making partner-sourced pipeline a forecastable line in Cast AI's growth. You'll manage and grow the PAM team, but you'll also carry your own strategic relationships - particularly at the GSI level - and be the person the Director of Partnerships and sales leadership turn to for how the channel is performing and where it's headed. As Cast AI scales past unicorn status, this is a genuine build-and-own mandate, not an inherited process to maintain. Requirements: 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 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 The PAM team, managed directly across territories, with room to hire and develop as the function grows Recruitment, onboarding, and activation across all three tiers, with direct focus on the top strategic MSP and VAR targets The operating cadence across the programme - QBRs, joint account planning, partner advisory input Program infrastructure - tiering criteria, incentive st…