Channel & Alliances Manager - AWS and VAR Partners

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.

Cross-Functional Leadership

• Partner closely with Sales, Marketing and Customer Success teams.
• Influence product positioning through partner feedback.
• Execute joint marketing campaigns, webinars and field events.
• Establish metrics and reporting to measure partner success.

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.

Why Join?

✅ Significant ownership and influence over the company’s partner strategy

✅ Opportunity to shape and scale a growing channel programme

✅ Work directly with senior leadership

✅ Fast-growing market with strong demand drivers

✅ Competitive compensation, bonus and equity opportunity

✅ Hybrid working in New York City

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