Note: The job is a remote job and is open to candidates in USA. Scout Global is recruiting for an unnamed venture-backed cybersecurity startup focused on securing and governing enterprise AI adoption. The Channel Account Manager will manage partner relationships, enablement, and deal registration while driving partner-sourced and partner-influenced pipeline.
Responsibilities
- 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)
- Run recurring partner cadence: weekly working sessions with priority partner reps, monthly pipeline reviews and QBRs
- Build close relationships with the reps who sell for you
- Carry a sourced pipeline number against your assigned book
- Design and deliver partner enablement (live sessions on demand training etc) for AEs and SEs
- Keep enablement content (decks, one pagers, battlecards, competitive collateral) controlled
- Coordinate NFR license issuance for partner technical teams
- Own deal registration intake, review, and approval for your assigned partners, and communicate decisions back quickly
- Keep partner-sourced and partner-influenced pipeline clean in CRM: correct partner attribution, accurate stages, up-to-date next steps
- Serve as the point of contact for partner questions on program mechanics, agreements, and portal access
- Help maintain partner records, agreement status, and tier assignments
Skills
- 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
- Track record of driving sourced and influenced pipeline through channel partners
- Comfortable in a CRM (HubSpot preferred; Salesforce experience translates) and confident with spreadsheets and pipeline reporting
- Familiarity with deal registration mechanics, MDF, and channel-neutrality principles
- Ideally national security VARs and integrators (GuidePoint, WWT, Trace3, Optiv, Presidio, or similar)
- HubSpot preferred; Salesforce experience translates
- Prior experience at an early-stage cybersecurity company, especially in DLP, data security, AI security, or identity
- Existing relationships at named security partners (GuidePoint, WWT, Trace3, Optiv, or similar)
Company Overview