Senior Channel Account Manager – MSSP's
Identity / SaaS Security
Location: United States
Salary: Circa $250,000 – $300,000 OTE (60/40)

Scout Global is partnering with a fast growth Identity / SaaS Security business who has innovative technology and are changing the game with AI governance usage. We are looking to expand their Channel function by adding an experienced Channel Account Manager to specifically focus on onboarding and recruiting new MSSP partners + building those relationships.

About the Role
We are seeking an experienced Channel Account Manager to join an exceptional growing team. In this pivotal role, you will own and expand our partner ecosystem, with a primary focus on Managed Security Service Providers (MSSPs) and technology alliances. You will be responsible for building, nurturing, and driving revenue through strategic channel partnerships in the cybersecurity space.

This is an ideal opportunity for a proactive, results-driven professional who thrives in a dynamic environment and has a proven track record of developing channel strategies, particularly in fast-paced start-up or scale-up settings.

What You’ll Do

• Develop and execute strategic account plans for key MSSP partners and technical alliance partners to drive mutual growth and revenue.
• Build and manage a high-performing channel pipeline through MSSPs, technology integrators, and alliance partners.
• Identify, onboard, and develop new strategic MSSP and technology partners to expand market reach and accelerate sales.
• Act as the primary point of contact for assigned channel partners, ensuring strong relationship management, regular business reviews, and alignment on joint go-to-market initiatives.
• Collaborate closely with internal teams (Sales, Marketing, Product, Technical Support, and Alliances) to enable partners with the right tools, training, and resources.
• Drive partner enablement programs, including technical training, certifications, joint marketing activities, and co-selling opportunities.
• Monitor partner performance against targets, identify growth opportunities, and implement corrective actions where necessary.
• Negotiate and manage channel agreements, pricing structures, and incentive programs.
• Provide accurate forecasting, pipeline visibility, and reporting on channel performance to senior leadership.
• Represent the company at industry events, partner conferences, and webinars to strengthen our channel presence.
• (Preferred) Play a key role in building the channel function from the ground up in a start-up or high-growth environment.

What You Bring

• 7+ years of proven experience in Channel Account Management or Partner Management role at a Cyber Security vendor working with MSSPs.
• Extensive hands-on experience working with Managed Security Service Providers (MSSPs) and technical alliances.
• Demonstrated success in building and growing channel revenue through MSSP and alliance partnerships.
• Experience in start-ups or scale-ups is highly advantageous, especially if you have built a channel program or function from scratch.
• Proven ability to manage complex partner relationships and influence outcomes without direct authority.
• Self-starter with strong organizational skills and the ability to thrive in a fast-paced, ambiguous environment.
• Willingness to travel as required for partner meetings and industry events.