Strategic Alliance & Channel Manager

About
is the leading AI GRC platform for the Enterprise, helping governance, risk, and compliance teams limit surprises, strengthen resilience, augment program performance, and confidently quantify impact and business value. Built to provide a centralized view of risk and compliance, with AI intelligence woven into the platform's core, delivers real-time insights and actionable data to help drive current business decisions, with the flexibility to scale alongside evolving business needs. Recognized as a Leader in the GRC Market, continues to further solidify its position as a best-in-class platform.

The GRC MarketGovernance, Risk, and Compliance (GRC) is a rapidly expanding sector, with a global market size projected to reach $104.5 billion by 2031. is at the forefront of this industry transformation, empowering enterprise professionals to navigate complex regulatory environments, manage critical uncertainty, and operate with integrity at scale.

The Strategic Alliance & Channel Manager owns the development of ’s strategic partner ecosystem — working with consulting firms, resellers, and advisory partners to generate partner-influenced and partner-sourced pipeline for Risk Cloud.

This is a remote role that can sit anywhere in the US.

We are looking for an action-oriented builder who thrives in building programs, acts with urgency, and solves complex GTM challenges on the fly. While prior channel management experience is a plus, what matters most is your ability to execute quickly, remove friction, and drive revenue through influence and resourcefulness. This is an individual contributor role with real ownership over a growing and commercially meaningful part of ’s go-to-market engine.

• Solve Partner Roadblocks: Work cross-functionally with Sales, Marketing, and Product to rapidly remove friction, build co-sell motions, and deliver the enablement materials partners need to close deals fast.
• Articulate Risk Cloud’s Value: Conduct discussions for consulting and advisory decision-makers, quickly identifying alignment with ’s Ideal Partner Profile.
• Co-Sell with Sales: Partner closely with Account Executives to ensure channel-sourced leads are seamlessly transitioned, aggressively pursued, and closed efficiently through the sales cycle.
• Build New Partner Offerings: Take ownership of emerging strategic initiatives, including developing and implementing the strategy and pricing for a Managed Service Provider (MSP) partnership model.
• Maintain Operational Rigor: Track, forecast, and document all strategic alliance activity in Salesforce with urgency and accuracy to ensure clear visibility into revenue attribution.
• Support International Growth: Actively contribute to ’s international expansion by identifying and standing up partner ecosystems in EMEA and other target markets.

• 7+ years in SaaS Sales, Business Operational Support or Business Development: A proven track record of driving revenue, closing deals, or managing key commercial relationships in a fast-paced SaaS environment.
• Bias for Action & High Urgency: You don't wait for permission or perfect information to move. You spot friction, take initiative, and execute solutions quickly.
• Relentless Problem-Solving: You excel at navigating complex commercial dynamic scenarios, unblocking internal and external obstacles, and turning messy challenges into structured outcomes.
• Strong Relationship & Communication Skills: Clear, confident communicator who can comfortably present to, influence, and negotiate with partner executives and internal leaders alike.
• CRM & Process Discipline: Experience leveraging Salesforce (or equivalent CRMs) to manage pipeline, track progress, and run an organized desk.

• Familiarity with GRC, risk management, or compliance software categories, including cybersecurity.
• Direct experience in channel management, alliance management, or co-sell models (reseller, referral, or strategic advisory).
• Background in management consulting, professional services, or vendor alliance management.
• Experience launching new channel programs, partner tiers, or MSP offerings from scratch.

The anticipated on-target earnings range for the role is $130,000- $170,000 per year + equity + benefits. Actual salaries may vary and will be based on factors, such as the candidate's qualifications, skills, competencies, and proficiency for the role. Internal candidates who have current pay within or above the hiring range are still encouraged to apply if interested.