AI-DNA VP, Channel Sales - GFI Software

AI-DNA VP, North America Channel — GFI Software

Are you a hands-on channel operator who can run a real book of business — not a slide about one? Do you use GenAI daily as a working method, not a talking point? If so, come own the North America channel for GFI Software.

GFI Software is a global vendor of security and IT operations products — Kerio Control (firewall), Kerio Connect (business mail), GFI MailEssentials, GFI LanGuard, GFI HelpDesk, and Exinda — sold to small and mid-sized businesses in over 100 countries. Two-thirds of our revenue is outside the United States. GFI is operated by IgniteTech, but this is a GFI role: come ready to talk about our products and our customers, not about the parent company.

We go to market 100% through the channel — GFI to distributor to reseller to end customer. Our North America distributor is one of our strongest global partners, and we recently refreshed the distributor relationship to raise the bar on how the US business is run. Our North America reseller base is hundreds of partners strong — a mix of large DMRs and a long tail of smaller MSPs, VARs, and regional partners. Some are excellent. Many are not.

Your job, in order:

1. Steward the renewals. Do not let a dollar of the existing book leak during the distributor transition. When a customer is up for renewal on June 30th and their reseller has not issued a quote by June 20th, that is your fire.
2. Segment the reseller base into Group A and Group B. Group A adds value — MSPs, installers, active demand-gen. Group B recycles paper and pockets margin. Move Group B's business to Group A partners and retire Group B relationships. This will create noise. You must have the stomach for it.
3. Drive AI product attach across Group A. Once the book is stable, unlock the AI-driven capabilities we have built in Kerio and GFI across the reseller base.

You will use AI tools daily — Claude, ChatGPT, Copilot — to review reseller performance, prepare partner conversations, extract patterns from renewal data, and codify what Group A partners do that Group B partners don't. We want a concrete working method, not a philosophy.

This is an individual-operator role. You will have no direct reports. You will have the full GFI global pre-sales, post-sales, marketing, and product organization behind you, plus our distributor's US team. The entire GFI company is a channel team.

Fixed compensation: USD $200,000 per year, $100 per hour (2000 hours) — 1099 contractor, no quota, no commission, weekly Payoneer pay. Fully remote, US-based, ~80% availability during North America business hours.

Requirements

• Must be based in the United States, Canada, or Mexico.
• 7+ years of sales or channel account management experience, with a track record as an individual operator rather than solely as a people manager.
• Direct experience running, stabilizing, or consolidating an existing reseller or distributor channel; prior experience segmenting or culling a partner base is a strong plus.
• Demonstrated ability to use GenAI tools (e.g., ChatGPT, Copilot, Claude) to analyze data and improve work quality and productivity.

This role is not for you if:

• Your recent channel work is Fortune-500 enterprise cybersecurity or top-tier DMR relationships. This is SMB long-tail.
• Your primary skill is developing and managing a team. There is no team.
• Your identity is "I take channels from zero to one hundred." This channel already exists; the job is to run it well and cull the bottom.
• You are excited by new-logo hunting. Renewals is the entire game for the first year.
• You expect the interview to be about your resume rather than the actual work.