Channel Manager

About the Role

This role will own entry, onboarding, and relationship management for cloud resellers, distributors, and strategic ecosystem partners. You’ll design how North works with channel partners from the ground up, defining incentives, enablement, deal flow processes, and ongoing relationship strategy.

What You’ll Do

• Build the Channel Motion (0→1)
• Recruit and onboard new channel partners
• Drive first deals through new partners to validate and refine the model
• Conduct quarterly business reviews (QBRs) and pipeline check-ins
• Collaborate with Sales on partner-sourced and partner-assisted deals
• Develop clear rules of engagement and processes for deal and relationship ownership
• 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

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.

Benefits

• Unlimited PTO
• 16 weeks of paid parental leave (birthing parents receive an additional 4 weeks at 50% pay)
• Two company-wide breaks per year: one around Labor Day and one at the end of the year
• Aetna Medical PPO plan with the majority of the premium covered by North
• Dental and vision insurance
• Flexible spending account (FSA) for health expenses and commuter benefits
• 30 day sabbatical every 4 years

Pay Range

130,000 - 175,000 USD per year (Brooklyn HQ)