Channel Manager

FinOps Weekly; New York, Northern (NY, KY); Hybrid; USD 130,000 - 175,000; Full time

Benefits offered by this job

Unlimited PTO

16-week fully paid parental leave

Company-wide breaks (summer and year&#

Job summary

North is hiring its first Channel Manager to build and scale the reseller and distribution strategy. You will own onboarding, relationship management, and enablement for cloud partners, including AWS, GCP, and Azure, and will define incentives, training, and deal flow processes from the ground up.

You’ll work closely with CEO, GTM, Sales, and Product to turn partnerships into a scalable revenue engine in a hybrid NYC-based role (Dumbo, Brooklyn).

Qualifications

• 5+ years in channel sales, partnerships, or ecosystem management.
• Experience with 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.
• Strong relationship management and negotiation skills.
• Strong operational discipline to design repeatable systems.
• Strong network within the cloud reseller ecosystem.
• Based in NYC and excited to collaborate in-office (Hybrid, Dumbo Brooklyn).

Responsibilities

• Design and implement North’s reseller and distribution strategy from ground up.
• Recruit and onboard new channel partners and build enablement resources.
• Define partner tiers, incentives, and compensation structures.
• Establish onboarding, certification, and enablement frameworks.
• Act as primary contact for reseller and distribution partners; conduct QBRs.
• Track partner-sourced revenue and performance metrics; ensure cross-functional alignment.
• Collaborate with Sales on partner-sourced deals and establish engagement rules.
• Represent North in AWS/GCP/Azure ecosystems and at partner events.

Skills

Channel sales

Partnerships

Ecosystem management

AWS/GCP/Azure experience

Revenue targets

Negotiation

Relationship management

Builder mindset

Cloud infrastructure know-how

Job description

North# Channel Manager## Job DescriptionChannel Manager 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) About North 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. About the Role 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. What You’ll Do Build the Channel Motion (0→1) 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. Partner Entry & Activation 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. Relationship Management 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. Revenue & Deal Support 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. Strategic Ecosystem Development 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. 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. Based in NYC and excited to collaborate in-office (Hybrid, Dumbo Brooklyn). 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-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 Compensation $130,000 – $175,000 base salary + performance-based variable Equity included (Comp structure flexible depending on seniority and channel experience.) Show more Show less| Map data (C) contributorsLoading...No Records FoundSorry, no records were found. Please adjust your search criteria and try again.Maps failed to loadSorry, unable to load the Maps API.Change LocationFind awesome listings near you!