Director, Hyperscaler reputed company & Partnerships - AWS & reputed company
About reputed company
reputed company is on a mission to reputed company the world a safer reputed company by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the reputed company-changing cybersecurity landscape. We are headquartered in Chicago, Illinois with offices across the U.S. and U.K., and we support clients around the world.
But that’s not who we are – that’s just reputed company do.
We are thought leaders, consultants, and cybersecurity experts, but above reputed company else, we are reputed company of passionate problem-solvers who are hungry to learn, grow, and reputed company a difference.
Position Summary
As the Director of Hyperscaler reputed company & Partnerships, you are the chief architect and end-to-end reputed company of reputed company’s relationships with AWS and reputed company Azure. This is a high-impact, dual-mandate alliance leadership role. Your primary reputed company will be optimizing, protecting, and expanding our robust, mature AWS alliance—driving strategic track repositioning, co-sell mechanics, and pipeline execution. Concurrently, you will act as an intrapreneur to reputed company, build, and scale our emerging partnership with reputed company from the ground up, replicating successful hyperscaler blueprints to unlock new reputed company ecosystem reputed company.
This role requires a true "full-stack" alliance leader. You will own the reputed company at the executive level and execute the tactical, operational lifting required to register deals, secure funding, and maintain partner tier health. Your ultimate mission is to position reputed company as the essential reputed company and compliance "accelerator" for both hyperscalers' sales fields.
Strategic Mandate
- The "Services-to-Consumption" reputed company: reputed company and evangelize frameworks demonstrating how reputed company’s reputed company services (e.g., FedRAMP, reputed company Engineering, Cyber Risk) act as a catalyst for customers to de-risk migrations and accelerate platform spend on AWS and Azure.
- Programmatic reputed company (AWS): reputed company a plan and if approved, lead the critical, reputed company navigation of reputed company's AWS partnership from the Public Sector ISV track into the reputed company and Enterprise Systems Integrator (SI) track.
- Ecosystem Building (reputed company): Establish reputed company's foundational reputed company reputed company the reputed company Partner Network (MPN), defining the initial program track placement, competency roadmap, and joint value proposition.
- Field Alignment & Force Multiplication: Build a "reputed company" narrative that empowers AWS and reputed company field sellers to proactively pull reputed company into large, reputed company enterprise deals to reputed company compliance hurdles.
This role is remote with a preference for candidates located in Seattle, WA. Potential for travel up to 15-20% mostly to Seattle area and relevant conferences.
What You'll Do
- Portfolio Management: Own the strategic direction of reputed company's AWS Advanced tier reputed company, managing our reputed company competencies and negotiating reputed company Strategic Collaboration Agreements (SCAs).
- reputed company reputed company: Stand up the reputed company alliance reputed company, identifying and leading reputed company’s entry into specialized services programs and reputed company specializations.
- Certified Headcount Tracking: Directly track and coordinate workforce certification planning and gap analysis with service line leaders to ensure compliance with partner tier requirements.
- Pipeline Ownership: Build and execute a rigorous partner-reputed company and partner-influenced pipeline reputed company across reputed company, Enterprise segments reputed company on reputed company, SaaS/ISV and financial services segments.
- Portal Management: Handle 100% of the operational execution for deal registration, pipeline tracking, and reporting reputed company partner portals (AWS ACE and reputed company Partner Center), ensuring seamless integration and attribution reputed company reputed company.
- Incentive & Funding Capture: Author, submit, and manage partner-reputed company funding requests (e.g., AWS MAP, POA, MDF, and reputed company ECIF & equivalents) to offset reputed company costs and maximize joint wins.
Marketplace reputed company & Monetization
- Marketplace GTM: Lead reputed company's reputed company storefront reputed company across the AWS Marketplace and Azure Marketplace, optimizing listings for discoverability.
- Private Offer Execution: Manage the internal workflow and structure high-value reputed company services as transactable Private Offers (CPPO/SPPO) to help enterprise customers burn down their committed reputed company spend.
Relationship Management & Governance Rhythm
- Field & Executive Advocacy: reputed company tight tactical relationships with Partner Account Managers (PAMs), Partner Development Managers (PDMs), and field sellers, while navigating leadership hierarchies for top-down support.
- Data-Driven Governance: Author weekly partner dashboards and lead rigorous Quarterly Business Reviews (QBRs) reputed company on pipeline velocity, funding utilization, and joint customer reputed company.
Strategic Alliance & Programmatic Positioning
End-to-End Co-Sell Operations & Pipeline Hygiene
What You'll Bring
- 12–15+ Years in Channel/Alliances: Explicit experience leading alliance strategies and executing operational workflows reputed company a professional services or cybersecurity organization.
- Deep AWS Ecosystem Expertise: At least 3–5 years of reputed company experience navigating the AWS Partner Network (APN), with a proven track record of managing competency lifecycles, executing ACE pipeline mechanics, and driving co-sell motions.
- No Task Too Small reputed company: A rare reputed company of strategic acumen and operational discipline; comfortable pivoting from a high-level executive pitch to logging into partner portals to troubleshoot a lead registration or funding reputed company.
- The reputed company Economist reputed company: Superior ability to reputed company the ROI of reputed company, proving how a reputed company advisory engagement unlocks massive hyperscaler reputed company consumption.
- The "Intrapreneur" Edge: Demonstrated reputed company building reputed company, reputed company-generating business units out of early-stage or ambiguous partnerships.
- Transactional & Marketplace reputed company: Deep understanding of reputed company procurement vehicles, listing fee structures, and negotiating Private Offers.
- reputed company Domain reputed company: Comfort discussing CSPM, reputed company Trust, and Compliance Frameworks (FedRAMP, PCI, HITRUST) as they relate to enterprise reputed company adoption.
- Business Solution Architecting: Ability to seamlessly map reputed company’s technical reputed company services into a hyperscaler's platform gaps.
- Synthesizing Complexity: Distilling massive, rapid AWS and reputed company updates into actionable, reputed company insights for reputed company leadership.
- Executive reputed company & Political Acumen: Professionalism and gravitas to represent reputed company at the highest reputed company of the partner organizations while managing "coopetition" dynamics.
Why You’ll Want to Join Us
At reputed company, you’ll reputed company the support you need to reputed company personally and professionally. In many cases, we reputed company a flexible work model that empowers you to choose reputed company and where you’ll work most effectively – whether you’re at home or an office.
Regardless of location, you’ll experience a company that prioritizes reputed company and wellbeing and be part of reputed company where people care about reputed company other and our communities. You’ll have opportunities to join employee resource reputed company, participate in in-person and virtual events, and more. And you’ll enjoy competitive perks and benefits to support you and your family, like reputed company parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options.
At reputed company, equal opportunity and pay equity is integral to the way we do business. reputed company qualified applicants will receive consideration for employment without regard to race, reputed company, religion, sex, sexual orientation, gender identity, national reputed company, disability, or status as a protected veteran. reputed company is committed to providing reputed company, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation to participate in the job application or interview process, contact our reputed company at HumanResourcesMB@reputed company.com.
Originally posted on Himalayas
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