Principal Solutions Architect, AWS Technical Alliances

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Act as Tenable's main technical point of contact with AWS by establishing and nurturing relationships with AWS Partner SAs, Technical Account Managers, and the Amazon Bedrock team.

• Take ownership of and spearhead the AWS technical enablement strategy — serving as the “connective tissue” that promotes, designs, and implements structured enablement initiatives for Tenable field SEs (TFCs) and AWS customer-facing SAs, ensuring technical alignment on Tenable solutions and joint architectures for both parties in the co-sell effort.

• Lead AWS competency application workflows, encompassing design achievements, technical validation, documentation, and cross-functional collaboration.

• Utilize robust program management practices across all partnership initiatives — managing milestones, accountability, and deliverables for enablement programs, competency applications, co-sell pipelines, and executive reporting cycles.

• Facilitate and enhance the AWS Marketplace and co-sell initiatives — including Salesforce-tracked pipeline management, PRM tagging, and opportunity hygiene in collaboration with field co-sell teams.

• Contribute to the strategic narrative surrounding Tenable and AWS AI/agentic architectures, which includes integrations with Amazon Bedrock and agentic frameworks.

• Generate executive-level reports and synthesize partnership activities from Zoom transcripts, meeting notes, Slack communications, and CRM data.

• Partner with field marketing on demand generation focused on AWS, EBC planning, and participation in joint events.

• Create and update technical materials: architecture diagrams, integration guides, demo environments, and partner-facing solution briefs.

• Provide support for VP-level escalations and executive briefings when partner commitments or timelines face potential risks.

• Lead the technical strategy and tactics for the AWS Marketplace, including PRM, connections to ACE, and the development of AI co-sell initiatives.

⛳️ Requirements

• Over 7 years of experience in Solutions Architecture, Partner Engineering, or Technical Alliances — with a minimum of 3 years in a cloud or SaaS environment.

• Extensive and demonstrable expertise in AWS covering compute, networking, identity, security services, and marketplace operations. AWS Solutions Architect Associate or Professional certification is highly preferred.

• Proven experience working within or in conjunction with a cloud provider's partner ecosystem (AWS, Azure, or GCP) — including co-sell initiatives, competency programs, or marketplace integrations.

• Strong project management capabilities — exhibiting the ability to manage multiple concurrent workflows with clear milestone tracking, stakeholder accountability, and timely delivery across cross-functional teams.

• Excellent communication skills, adaptable in conveying technical details to field SE audiences, AWS partner contacts, and VP/C-suite stakeholders.

• Proficient in utilizing AI tools (such as generative AI assistants, AI-powered research, and productivity tools) to enhance efficiency across enablement, documentation, and reporting.

• Familiarity with CRM/Salesforce pipeline processes and partner relationship management tools.

🏝️ Benefits

• Medical

• Dental

• Vision

• Disability and life insurance

• 401(k) retirement savings with company match

• Employee stock purchase plan

• Employee referral program

• Flexible spending accounts

• Employee Assistance Program (EAP)

• Education assistance

• Parental leave

• Paid time off (PTO)

• Company-paid holidays

• Health and wellness events

• Community programs