Strategic Alliance & Channel Manager

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Strategic Alliance & Channel Manager based in United States.** This is a high-ownership individual contributor role focused on building and expanding a strategic partner ecosystem that contributes directly to revenue growth. You will work with consulting firms, resellers, and advisory partners to develop partner-sourced and partner-influenced pipeline. The role combines relationship management, business development, co-selling, partner enablement, and hands-on program building. You will collaborate closely with Sales, Marketing, Product, and other teams to remove commercial friction and accelerate opportunities through the sales cycle. You will also have ownership of emerging initiatives, including developing new partner models and supporting expansion into international markets. Success requires a strong commercial mindset, urgency, resourcefulness, and the ability to turn complex go-to-market challenges into practical solutions. This is a fully remote U.S. opportunity offering meaningful ownership within a growing technology and GRC environment. ### Accountabilities: - Develop and manage a strategic partner ecosystem spanning consulting firms, resellers, and advisory organizations, with a focus on generating partner-sourced and partner-influenced pipeline. - Identify and resolve partner roadblocks by collaborating with Sales, Marketing, Product, and other internal teams to build effective co-sell motions and provide partners with the materials and support needed to progress opportunities. - Engage consulting and advisory decision-makers to communicate product value, understand their business priorities, and assess alignment with the organization’s ideal partner profile. - Partner closely with Account Executives to ensure channel-sourced opportunities are effectively transitioned, actively managed, and progressed through the sales cycle toward closure. - Develop and launch new strategic partner offerings, including establishing the strategy, commercial structure, and pricing approach for a Managed Service Provider partnership model. - Maintain strong operational discipline by tracking, forecasting, and documenting alliance activity in Salesforce with accuracy and urgency, ensuring clear visibility into pipeline and revenue attribution. - Contribute to international expansion efforts by identifying potential partner ecosystems in EMEA and other priority markets and supporting the development of new channel relationships. ### Requirements: - Bring 7+ years of experience in SaaS sales, business development, business operations, or related commercial roles, with a demonstrated ability to drive revenue, close business, or manage important commercial relationships in a fast-paced technology environment. - Demonstrate a strong bias for action, with the ability to identify friction, take initiative without waiting for perfect information, and execute practical solutions quickly. - Possess strong problem-solving skills and the ability to navigate complex commercial situations, remove internal and external obstacles, and turn ambiguous challenges into structured outcomes. - Have excellent relationship-building and communication skills, with the confidence to present to, influence, and negotiate with partner executives and internal leadership. - Demonstrate strong CRM and process discipline, including experience using Salesforce or comparable CRM platforms to manage pipeline, track progress, and maintain accurate commercial records. - Be comfortable working independently as an individual contributor with significant ownership over programs, relationships, and go-to-market initiatives. - Familiarity with governance, risk, compliance, cybersecurity, or related enterprise software categories is advantageous. - Direct experience in channel management, strategic alliances, reseller or referral programs, co-selling, management consulting, professional services, or vendor alliance management is a plus. - Experience launching new channel programs, partner tiers, or MSP offerings from the ground up is highly relevant. ### Benefits: - $130,000–$170,000 USD annual on-target earnings, plus equity and benefits. - Fully remote work environment within the United States. - Competitive salary and variable compensation structure. - Equity opportunities. - Flexible health and wellness benefits. - Generous paid time off. - Annual company holidays, health days, and Summer Fridays. - Professional growth and development opportunities, including access to LinkedIn Learning. - People leadership development programs and an internal mentorship program. - Paid volunteer hours and company-wide charitable initiatives. - Opportunity to work within the rapidly growing governance, risk, and compliance technology market.