Channel & Alliances Manager – AWS and VAR / MSP Partners
New York City (Hybrid | 3 Days Per Week in Office)
$250k-$300k OTE (60/40) plus stock options / benefits

Scout Global are partnering with an innovative and rapidly growing Governance, Risk & Compliance (GRC) vendor that is helping organisations modernise how they manage risk, compliance and security across increasingly complex environments.
As part of continued growth, they're looking for an experienced Channel & Alliances Manager to own and expand strategic partnerships, with a particular focus on growing an existing AWS relationship while building a world-class ecosystem of VAR, MSP and channel partners across North America.
This is a highly visible role that will sit at the intersection of sales, alliances and go-to-market strategy.
What You'll Do
AWS Alliance Ownership
Take ownership of and expand the company's existing AWS partnership.
Develop and execute joint go-to-market initiatives.
Drive co-sell opportunities with AWS field teams.
Increase engagement across AWS partner programmes and marketplaces.
Build relationships with key AWS stakeholders across sales, partnerships and solution architecture teams.
Channel Development
Build and scale a best-in-class VAR and MSP partner ecosystem.
Identify, recruit, onboard and enable new channel partners.
Develop partner business plans and revenue growth strategies.
Create and manage partner enablement programmes.
Drive pipeline generation and sourced revenue through indirect channels.
What We're Looking For
5+ years of proven experience in Channel, Alliances or Partner Management within enterprise software, cybersecurity, GRC, compliance, risk management or adjacent SaaS markets.
Track record of managing strategic hyperscaler partnerships, ideally AWS.
Experience building and growing VAR, MSP and reseller ecosystems.
Strong understanding of indirect sales motions and partner-led go-to-market strategies.
Consistent record of delivering partner-generated pipeline and revenue growth.
Ability to operate both strategically and hands-on in a high-growth environment.
Excellent executive communication and stakeholder management skills.
Nice to Have
Experience selling into Security, Risk, Compliance, Audit or Governance teams.
Existing relationships within the AWS ecosystem.
Familiarity with cloud security, GRC, cyber risk management or compliance technology.
Experience working within a venture-backed or high-growth SaaS business.