Channel Manager

What You’ll Do Build the Channel Motion (0→1) Design and implement North’s reseller and distribution strategy. Identify and prioritize ideal partner profiles (AWS/GCP/Azure resellers, MSPs, FinOps consultants, distributors). Define partner tiers, incentives, and compensation structures. Establish onboarding, enablement, and certification frameworks. Partner Entry & Activation Recruit and onboard new channel partners. Build training materials and sales enablement resources. Ensure partners understand North’s product, positioning, and differentiation. Drive first deals through new partners to validate and refine the model. Relationship Management Serve as the primary point of contact for reseller and distribution partners. Conduct quarterly business reviews (QBRs) and pipeline check‑ins. Track partner‑sourced revenue and performance metrics. Maintain high‑touch strategic relationships while building scalable systems. Revenue & Deal Support Collaborate with Sales on partner‑sourced and partner‑assisted deals. Develop clear rules of engagement and processes for deal and relationship ownership and work cross‑functionally with GTM to ensure smooth lead routing and attribution. Strategic Ecosystem Development Deepen relationships within AWS, GCP, and Azure partner ecosystems. Identify co‑marketing and co‑selling opportunities. Represent North at ecosystem events, partner summits, and industry conferences. What We’re Looking For 5+ years in channel sales, partnerships, or ecosystem management. Experience working within AWS, GCP, or Azure partner ecosystems. Experience building or scaling a reseller/channel program. Strong understanding of cloud infrastructure and SaaS revenue models. Comfortable owning revenue targets and partner‑sourced pipeline. Builder mindset — comfortable operating without rigid structure. Excellent relationship management and negotiation skills. Strong operational discipline with the ability to design repeatable systems. Strong network within the cloud reseller ecosystem. Based in NYC and excited to collaborate in‑office (Hybrid, Dumbo Brooklyn). Nice to Have Experience at AWS, GCP, Azure, or a major cloud reseller/distributor. Background in FinOps, DevOps tooling, or cloud cost optimization. Experience working in Series A–C SaaS environments. Familiarity with marketplace motions (AWS Marketplace, etc.). Experience building partner compensation models from scratch. Why This Role Matters Channel will be a core revenue lever for North. As cloud spend grows and companies seek cost optimization partners, resellers and ecosystem relationships will play a critical role in how customers discover and adopt North. You’ll help define how we scale beyond direct sales, turning strategic partnerships into a predictable growth engine. Work Setup Hybrid role based in New York City, with an office in Dumbo, Brooklyn. Unlimited PTO 16‑week fully paid parental leave (20 weeks at 50% for mothers) Company‑wide breaks: last week of August & Dec 23–Jan 3 The opportunity to participate in company benefits, including a Medical PPO Plan with majority of the premium covered by North. 30‑day sabbatical every 4 years Compensation $130,000 – $175,000 base salary + performance‑based variable. Equity included. (Comp structure flexible depending on seniority and channel experience.) #J-18808-Ljbffr