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Director, Hyperscaler Strategy & Partnerships - AWS & Microsoft

3 weeks, 5 days ago
United States
Full-time
Lead
Business Development
Sales and Business Development
AWS Azure Cybersecurity Salesforce
Apply Now
Coalfire

Coalfire

Coalfire is a cybersecurity advisor that helps organizations avert threats, reduce risk, and turn security into a competitive advantage, fueling their success.

Internet Software & Services
251-1K
Founded 2001
$9M raised
View All Jobs 17

Description

  • Own Coalfire’s strategic relationships with AWS and Microsoft at the executive and operational levels.
  • Lead the evolution of the AWS partnership, including track repositioning, co-sell mechanics, and alliance planning.
  • Build Coalfire’s Microsoft partnership from the ground up, including program placement, competency roadmap, and joint value proposition.
  • Manage partner portal operations for deal registration, pipeline tracking, reporting, and Salesforce attribution.
  • Track workforce certifications and coordinate gap analysis to maintain partner tier compliance.
  • Develop and execute partner-sourced and partner-influenced pipeline across commercial and enterprise segments.
  • Submit and manage partner funding requests such as AWS MAP, POA, MDF, and Microsoft ECIF.
  • Lead marketplace strategy across AWS Marketplace and Azure Marketplace, including listing optimization and private offer execution.
  • Build strong relationships with partner managers, development managers, and field sellers to support joint deals.
  • Produce weekly partner dashboards and lead quarterly business reviews focused on pipeline velocity, funding, and customer outcomes.

Requirements

  • 12–15+ years of experience in channel or alliances leadership within a professional services or cybersecurity organization.
  • 3–5 years of direct experience with the AWS Partner Network (APN).
  • Proven experience managing AWS competencies, ACE pipeline mechanics, and co-sell motions.
  • Experience building revenue-generating partnerships or business units from early-stage or ambiguous opportunities.
  • Deep understanding of cloud procurement vehicles, listing fee structures, and private offers.
  • Comfort discussing security and compliance topics such as CSPM, Zero Trust, FedRAMP, PCI, and HITRUST.
  • Ability to translate technical security services into hyperscaler platform value and business outcomes.
  • Strong executive presence and political acumen for working across partner organizations and leadership levels.
  • Ability to handle both strategic planning and hands-on operational partner portal work.
  • Preference for candidates located in Seattle, WA.

Benefits

  • $114,000–$198,000 annual salary range.
  • Eligibility for annual incentive, commission, and/or recognition programs.
  • Flexible work model with remote and office options.
  • Paid parental leave.
  • Flexible time off.
  • Certification and training reimbursement.
  • Digital mental health and wellbeing support membership.
  • Comprehensive insurance options.

Interested in this position?

Apply directly on the company website

Apply Now

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