Director of Channels & Alliances

1 month, 1 week ago
Full-time
Lead
Sales and Business Development
Scanner

Scanner

Scanner, Inc. is a serverless platform that directly indexes and scans S3 data lakes, enabling rapid log searches, security event detection, and eliminating the need for ETL pipelines.

IT Services
1-10
Founded 2022

Description

  • Define Scanner’s channel and alliance strategy and choose the partner types and relationships with the greatest growth impact.
  • Build the partner program from scratch, including segmentation, incentives, referral and resale models, deal registration, and operating processes.
  • Recruit and develop VARs, MSSPs, MDR providers, systems integrators, technology vendors, and other strategic partners.
  • Develop technology and ecosystem alliances that strengthen Scanner’s position in the security stack and create GTM leverage.
  • Work with Product and Engineering on integrations and with partner leadership on joint positioning, co-selling, and GTM plans.
  • Build executive relationships across security vendors, cloud providers, data platforms, and infrastructure companies.
  • Drive sourced and influenced enterprise pipeline through partner introductions, account mapping, active opportunities, and joint field programs.
  • Create partner onboarding, training, messaging, sales tools, and technical enablement.
  • Develop joint marketing programs, executive dinners, events, campaigns, and account-based initiatives.
  • Own partner commercial models and work with Legal and Operations on partnership agreements and performance tracking.

Requirements

  • 8–12+ years of channels, alliances, business development, or partner GTM experience within cybersecurity.
  • Deep experience in SIEM or the security operations ecosystem, including knowledge of the market, buying process, and competitive landscape.
  • Proven experience building a channel or partner program from the ground up.
  • Significant experience with VARs, MSSPs, MDR providers, systems integrators, and strategic technology partners.
  • Strong existing relationships across the cybersecurity channel ecosystem, including CISOs, security executives, and enterprise security buyers.
  • Track record of recruiting and activating strategic partners that generated measurable enterprise pipeline and revenue.
  • Experience building partner commercial models and negotiating referral, resale, incentive, and deal-registration structures.
  • Strong experience with partner enablement, joint GTM, co-selling, marketing programs, and executive events.
  • Executive presence and a hands-on builder mentality.
  • Preferred: experience scaling a cybersecurity partner ecosystem through significant company growth.
  • Preferred: direct experience with a leading VAR, MSSP, MDR provider, or systems integrator.
  • Preferred: experience building strategic alliances with cloud, data, observability, or security platform companies, including AWS or cloud marketplace ecosystems.
  • Preferred: experience with security data lakes, SIEM, detection engineering, SOC tooling, observability, or adjacent infrastructure.

Benefits

  • Competitive salary.
  • Meaningful equity.
  • Comprehensive medical, dental, and vision coverage.
  • 401(k) benefits.
  • Commuter benefits.
  • Hybrid/remote-friendly work arrangement.
  • Regular in-person collaboration in San Francisco, Mountain View, and Seattle.

Interested in this position?

Apply directly on the company website

Apply Now

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