Senior Manager, Hyperscalers & ISV Marketplaces

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

📋 Description

• Take ownership and implement Keyfactor’s growth strategy across AWS Marketplace, Microsoft commercial marketplace, and selected strategic ISV marketplaces.

• Formulate business plans that include quantifiable objectives for revenue, pipeline, co-selling, enablement, funding, campaigns, and events.

• Attain and uphold relevant rankings and designations within the AWS Partner Network and Microsoft AI Cloud Partner Program.

• Evaluate marketplace revenue, pipeline health, co-sell effectiveness, program usage, partner preparedness, and return on investment.

• Establish relationships across AWS, Microsoft, and ISV alliances, as well as product, marketplace, marketing, sales, channel, and executive teams.

• Obtain customer funding, account insights, propensity signals, seller incentives, executive sponsorship, campaigns, workshops, events, and field introductions.

• Develop collaborative go-to-market strategies with chosen ISVs, specifically CrowdStrike and ServiceNow.

• Identify marketplace opportunities among new customers, existing accounts, renewals, and expansions.

• Analyze committed cloud expenditure, marketplace preferences, available funding, and strategic technology partnerships.

• Lead account mapping and co-sell implementation involving Keyfactor, hyperscaler sellers, ISV teams, Channel Account Managers, and Strategic Partners.

• Eliminate alliance and marketplace obstacles and coordinate involved parties to facilitate and finalize transactions.

• Create or direct private offers through AWS and Microsoft marketplaces, collaborating with Sales, Channel, Finance, Legal, Operations, and Deal Desk.

• Operationalize transaction, referral, co-sell, and lead-management processes within selected ISV marketplaces.

• Prepare Strategic Partners for transactions through AWS Channel Partner Private Offers, Microsoft multiparty private offers, and other partner-led marketplace routes.

• Develop scalable playbooks, qualification guidelines, seller training, engagement processes, and deal-support resources.

• Act as Keyfactor’s internal subject-matter expert and escalation point for cloud co-selling, marketplace funding, private offers, and ISV marketplace opportunities.

• Maintain pipeline, forecast, alliance influence, and transaction data in Salesforce and relevant partner platforms.

• Collaborate with Field Marketing, Channel Marketing, Sales Engineering, Finance, Operations, and Legal on campaigns, commercial models, and routes to market.

⛳️ Requirements

• Over 8 years of experience in strategic alliances, cloud partnerships, marketplace sales, business development, channel sales, or enterprise software sales.

• More than 3 years of direct experience in developing go-to-market relationships with AWS and/or Microsoft Azure.

• Experience working within AWS or Microsoft, or managing hyperscaler partnerships for an enterprise software or cybersecurity ISV.

• Practical experience with AWS Marketplace, AWS Partner Central, ACE, AWS ISV Accelerate, private offers, and Channel Partner Private Offers.

• Practical experience with Microsoft Partner Center, Microsoft co-sell, Azure IP co-sell, MACC-aligned transactions, private offers, and multiparty private offers.

• Experience in developing joint go-to-market strategies with enterprise ISVs via account mapping, field enablement, referrals, co-marketing, and marketplace pipeline development.

• Familiarity with cybersecurity, cloud security, digital trust, machine identity security, PKI, or cryptographic technologies.

• Bachelor’s degree or equivalent professional experience.

• Applicants must have legal authorization to work in the United States.

• Willingness to travel: 20–40%.

🏝️ Benefits

• Second Fridays (a company-wide day off on the second Friday of each month, excluding November and December due to the Holiday schedule).

• Comprehensive global benefit coverage.

• Paid Parental Leave.

• Extensive adoption and fertility support.

• Competitive time off policies worldwide.

• Dedicated employee-focused ambassadors through Key Contributors & Culture Committees.

• Commitment to DIVERSITY.

• The Keyfactor Alliance Program to bolster DEIB initiatives.

• Resources for wellbeing.

• Wellness allowance.

• Free membership to a mindfulness app.

• Wellness Wednesdays.

• Global Volunteer Day.

• Company matching for non-profit donations.

• Three volunteer days off.

• Monthly Talent development and Cross-Functional meetings to foster professional growth.

• Regular All Hands meetings followed by group gatherings.