Channel Manager
North
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Benefits offered by this job
Job summary
Qualifications
- 5+ years in channel sales, partnerships, or ecosystem management.
- Experience within AWS, GCP, or Azure partner ecosystems.
- Strong understanding of cloud infrastructure and SaaS revenue models.
Responsibilities
- Design and implement North's reseller and distribution strategy.
- Serve as the primary contact for channel partners.
- Collaborate with Sales on partner-sourced deals.
Skills
Job description
đźš« Please Note:
We are not accepting outreach from external recruiters or agencies for this role.
Location: Brooklyn, NY (Hybrid)
Experience: 5+ years in Channel Sales, Partnerships, or Cloud Ecosystem Management (AWS/GCP/Azure preferred)
The public cloud is rapidly evolving, with businesses investing over $200B annually in cloud infrastructure. As AI accelerates demand for scalable compute, cloud costs are rising fast, yet most teams still manage them in spreadsheets.
At North, we’re building the next-generation cloud spend management platform. We give companies real-time visibility, control, and automation over their cloud finances, so they can grow efficiently without waste.
We work across AWS, GCP, and soon Azure, helping technical and finance teams optimize commitments, allocate costs, forecast spend, and automate savings. Backed by top-tier investors and trusted by customers like Brave, The New York Public Library, and SumUp, we’re assembling a world-class team to redefine how businesses manage cloud infrastructure.
We’re hiring our first Channel Manager to build and scale North’s reseller and distribution strategy.
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.
This is a high-ownership, builder role. You won’t inherit a mature channel machine, you’ll create it.
You’ll work closely with the CEO, GTM leadership, Sales, and Product to ensure our partner ecosystem becomes a scalable revenue engine.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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).
- 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.
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.
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
$130,000 – $175,000 base salary + performance-based variable
Equity included
(Comp structure flexible depending on seniority and channel experience.)
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