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Scanner.dev is building a Security Data Lake that enables teams to search and detect across petabytes of data in seconds while maintaining full data custody. The company serves security teams, infrastructure teams, DevOps, and SREs across fintech, healthtech, AI, and banking. Founded by experienced founders and backed by Sequoia, CRV, SVCI, and Mantis VC, Scanner is a 25-person team growing rapidly.
As Director of Channels & Alliances, you will build Scanner's partner ecosystem from the ground up. This is a builder role requiring deep credibility in cybersecurity and strong relationships across the security ecosystem. You will own strategy and execution across VARs, MSSPs, MDR providers, technology partners, and cloud partners—from recruiting partners and designing commercial models to enablement, joint GTM, agreements, and pipeline generation.
Key responsibilities include:
**Build Partner Strategy**: Define Scanner's channel and alliance strategy, identifying which partner types and relationships drive greatest enterprise impact. Build the partner program from scratch, including segmentation, incentives, referral and resale models, deal registration, and operating processes. Personally recruit and develop high-value VARs, MSSPs, MDRs, systems integrators, and strategic partners.
**Build Strategic Alliances**: Develop technology and ecosystem partnerships that strengthen Scanner's position within the security stack. Work with Product and Engineering on integrations and with partner leadership on joint positioning, co-selling, and GTM plans. Build executive relationships across complementary security vendors, cloud providers, data platforms, and infrastructure companies.
**Drive Partner Pipeline**: Make partnerships a measurable source of sourced and influenced enterprise pipeline. Work directly with Sales on account mapping, co-selling, partner introductions, and joint outbound programs. Build clear processes for partner-sourced leads, attribution, opportunity management, and forecasting.
**Enable & Activate Partners**: Build onboarding, training, messaging, sales tools, and technical enablement. Develop joint marketing programs, executive dinners, events, and account-based initiatives. Create compelling reasons for priority partners to invest in Scanner.
**Commercial Operations**: Own partner commercial models and work with Legal and Operations on partnership agreements. Define KPIs and operating rhythms for evaluating partner activation, pipeline, revenue, and productivity.
You will work directly with Sales, Marketing, Product, Sales Engineering, Operations, and founders to make partnerships a core part of Scanner's GTM motion.
