Channel Account Manager

Job Description

Channel Account Manager

AI Security Vendor

Location: United States

Salary: Circa $150,000 - $180,000 OTE

Scout Global are partnering with a venture-backed cyber security startup that is redefining how enterprises secure and govern AI adoption.

Having secured significant backing from leading investors, they're now looking to expand the Channel team to help build their partnerships.

The Role:

As the Channel Manager, you will own a book of partners end-to-end and drive sourced and influenced pipeline through them. You will run the day-to-day partner relationship, own enablement and keep deal registration and partner pipeline accurate.

This is a building role, you will help turn program design into reality and carry a real number against the partners you'll own.

What You'll be Doing:

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• Own a book of named partners: Serve as the primary relationship owner for a book of assigned partners including select national partner regions. (GuidePoint, WWT, Trace3 and distributors).
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• Run recurring partner cadence: weekly working sessions with priority partner reps, monthly pipeline reviews and QBRs.
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• Build close relationships with the reps who sell for you.
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• Carry a sourced pipeline number against your assigned book.
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• Design and deliver partner enablement (live sessions on demand training etc) for AEs and SEs.
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• Keep enablement content (decks, one pagers, battlecards, competitive collateral) controlled.
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• Coordinate NFR license issuance for partner technical teams.
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• Own deal registration intake, review, and approval for your assigned partners, and communicate decisions back quickly.
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• Keep partner-sourced and partner-influenced pipeline clean in CRM: correct partner attribution, accurate stages, up-to-date next steps.
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• Serve as the point of contact for partner questions on program mechanics, agreements, and portal access.
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• Help maintain partner records, agreement status, and tier assignments.
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Who You Are:

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• 3 to 6 years of channel, partner, or alliances experience in a SaaS or cybersecurity company, with at least 2 years directly owning partner relationships.
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• Track record of driving sourced and influenced pipeline through channel partners, ideally national security VARs and integrators (GuidePoint, WWT, Trace3, Optiv, Presidio, or similar).
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• Comfortable in a CRM (HubSpot preferred; Salesforce experience translates) and confident with spreadsheets and pipeline reporting.
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• Prior experience at an early-stage cybersecurity company, especially in DLP, data security, AI security, or identity
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• Existing relationships at named security partners (GuidePoint, WWT, Trace3, Optiv, or similar)
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• Familiarity with deal registration mechanics, MDF, and channel-neutrality principles
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