Channel Sales Manager

Channel Sales Manager - AWS

Scaling Cyber Security start-up

💰Salary: $180k - $190k OTE (80/20)

📍Location: New York

Are you an experienced Channel Sales Manager with a passion for Cyber Security and SaaS innovation? Scout Global is seeking an Channel Sales Manager to drive global partnerships strategy and lead channel growth through AWS Marketplace. If you thrive in a fast-paced, collaborative environment and excel at creating scalable partnerships that deliver results, we want to hear from you.

Key Responsibilities

Global Channel Strategy & Execution

• Develop and implement a global channel sales strategy, leveraging AWS Marketplace as a primary growth driver.
• Identify and execute measurable objectives and tactics to expand global market reach and drive revenue through channel partnerships.
• Position AWS Marketplace as a cornerstone of the Vendors global SaaS growth strategy.

Global Partnership Development

• Build and maintain deep relationships with AWS Marketplace and Co-Sell teams across multiple regions, aligning initiatives to maximize revenue and partner success.
• Identify, recruit, and onboard global channel partners, including resellers, VARs, system integrators, and technology partners.
• Design and execute joint go-to-market strategies with AWS and channel partners worldwide to create new revenue opportunities.

Enablement & Training

• Equip channel partners globally with resources, tools, and training to effectively market and sell the Vendors solutions.
• Ensure all partners are empowered with product knowledge, marketing collateral, and access to customer success resources.
• Act as the primary global liaison, providing ongoing support and guidance to partners to maximize their performance.

Revenue Growth & Operations

• Drive sales forecasting, pipeline management, and regular business reviews across all channel regions to ensure sustained growth.
• Monitor and analyze AWS Marketplace and channel partner performance globally, providing actionable insights to enhance growth and efficiency.
• Identify opportunities for improvement in global partner performance and marketplace operations.

Leadership & Collaboration

• Collaborate closely with internal teams across Sales, Marketing, Product, and Customer Success to align channel initiatives with company goals.
• Foster a collaborative and innovative culture, empowering internal teams and partners to creatively tackle challenges and deliver results.
• Serve as a thought leader within the company and externally in the AWS ecosystem, championing best practices and innovative approaches to partnership development.

Required Skills & Experience

• 8 years of experience in partnerships, channel management, or indirect sales, with a minimum of 3 years focused on AWS Marketplace and Co-Sell programs.
• Strong relationships with AWS Marketplace and Co-Sell leadership globally, with proven success in managing multi-regional partnerships.
• Demonstrated ability to consistently exceed revenue goals through scalable partnerships and AWS Marketplace initiatives.
• Expertise in enterprise SaaS sales, technical sales, and go-to-market strategies.
• Strong operational skills, including forecasting, pipeline management, and partner recruitment.
• Exceptional communication and interpersonal skills, with a track record of influencing and collaborating with global stakeholders.

Preferred Skills

• Experience leading and growing global or multi-regional channel programs.
• Familiarity with AWS certifications, partner programs, and enablement initiatives.
• Knowledge & experience of Cyber Security
• Creative problem-solving abilities with an entrepreneurial and global mindset.

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