Director, Hyperscaler Strategy & Partnerships – AWS, Microsoft

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

📋 Description

• In the role of Director of Hyperscaler Strategy & Partnerships, you will serve as the principal architect and comprehensive overseer of Coalfire’s relationships with AWS and Microsoft Azure.

• Your main objective will be to enhance, safeguard, and grow our established AWS alliance—focusing on strategic track repositioning, co-selling mechanics, and pipeline execution.

• Function as an intrapreneur to initiate, develop, and expand our nascent partnership with Microsoft from the ground up, leveraging successful hyperscaler strategies to generate new revenue within the cloud ecosystem.

• Take ownership of the strategy at the executive level while executing the tactical and operational efforts necessary to register deals, obtain funding, and sustain partner tier health.

• Position Coalfire as a crucial security and compliance "accelerator" for both hyperscalers' sales teams.

• Create and promote frameworks that illustrate how Coalfire’s premier services act as a catalyst for clients to mitigate migration risks and boost platform expenditure on AWS and Azure.

• Present a plan and, upon approval, lead the essential transition of Coalfire's AWS partnership from the Public Sector ISV track to the Commercial and Enterprise Systems Integrator (SI) track.

• Establish Coalfire's foundational presence within the Microsoft Partner Network (MPN), outlining the initial program track placement, competency roadmap, and joint value proposition.

• Craft a "better together" narrative that encourages AWS and Microsoft field sellers to actively include Coalfire in significant, complex enterprise deals to overcome compliance challenges.

⛳️ Requirements

• 12–15+ years of experience in Channel/Alliances: Proven experience leading alliance strategies and executing operational workflows within a professional services or cybersecurity environment.

• Extensive AWS Ecosystem Knowledge: A minimum of 3–5 years of direct involvement with the AWS Partner Network (APN), demonstrating a successful history of managing competency lifecycles, executing ACE pipeline mechanics, and facilitating co-sell motions.

• No Task Too Small Attitude: A unique combination of strategic insight and operational rigor; adept at transitioning from high-level executive presentations to logging into partner portals for troubleshooting lead registrations or funding milestones.

• The Cloud Economist Perspective: Exceptional ability to convey the ROI of security, illustrating how a Coalfire advisory engagement enables significant hyperscaler cloud consumption.

• The "Intrapreneur" Advantage: Proven success in developing structured, revenue-generating business units from early-stage or ambiguous partnerships.

• Transactional & Marketplace Acumen: In-depth understanding of cloud procurement frameworks, listing fee structures, and negotiating Private Offers.

• Security Domain Knowledge: Comfortably discuss CSPM, Zero Trust, and Compliance Frameworks (FedRAMP, PCI, HITRUST) as they pertain to enterprise cloud adoption.

• Business Solution Architecting: Skill in seamlessly aligning Coalfire’s technical security services with gaps in a hyperscaler's platform.

• Simplifying Complexity: Ability to distill extensive, rapid updates from AWS and Microsoft into actionable insights for Coalfire leadership.

• Executive Presence & Political Savvy: Professionalism and poise to represent Coalfire at the highest levels of partner organizations while managing "coopetition" dynamics.

🏝️ Benefits

• Paid parental leave

• Flexible time off

• Certification and training reimbursement

• Digital mental health and wellbeing support membership

• Comprehensive insurance options