Channel Sales, Hyperscaler Partnerships Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Propel significant revenue expansion and enhance market presence through strategic Hyperscaler marketplaces and a top-tier VAR ecosystem.

• Design and implement the engagement strategy for Hyperscaler platforms across AWS, GCP, and Azure marketplaces.

• Lead an elite VAR partner program featuring high-performance tiered frameworks.

• Align partner-driven initiatives with customer cloud expenditure commitments and strategic marketplace incentives.

• Collaborate with Marketing and Sales on integrated go-to-market strategies.

• Establish PlainID as the leading runtime authorization solution within partner catalogs.

• Work alongside Solution Architecture to create enablement programs that empower VARs to demo and deploy PlainID solutions.

• Coordinate “sell-with” and “sell-through” strategies between cloud partners and the global VAR network.

• Oversee the Marketplace GTM strategy and expand the global partner program.

⛳️ Requirements

• Over 8 years of leadership experience in Cybersecurity Channel Sales, demonstrating a successful track record in scaling Hyperscaler and VAR/Distributor partnerships.

• Profound technical and business knowledge of AWS, Azure, and GCP marketplaces, including private offers and co-selling orchestration.

• Outstanding executive presence with the capability to negotiate and present intricate strategies to C-level stakeholders within the partner ecosystem.

• Comprehensive understanding of the Identity and Access Management domain, particularly Authorization standards (OAuth, OPA, PBAC).

• Proven experience in developing complex partnership frameworks, including revenue-sharing models and co-investment funding for collaborative events.

• Established network within leading VARs and Hyperscaler partner teams.

• A background in Technical Product Management or Solution Architecture.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and continuous learning.

• Flexible working arrangements to support work-life balance.