International Channel Director - AWS Marketplace

Scaling Cyber Security start-up

💰Salary: $180k - $200k OTE 

📍Location: New York

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Are you an experienced channel management professional with a passion for cybersecurity and SaaS innovation? Scout Global is seeking an International Channel Director to drive our global partnerships strategy and lead channel growth through AWS Marketplace and a network of strategic alliances. If you thrive in a fast-paced, collaborative environment and excel at creating scalable partnerships that deliver results, we want to hear from you.

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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.

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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.

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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.

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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.

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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.

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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.

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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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