Director, Hyperscaler Strategy & Partnerships – AWS, Microsoft

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🕒 Junho 10

☕ Washington – Remoto

☕ Washington – Remote

💵 $114.000 - $198.000 / ano

⏰ Tempo Integral

🔴 Especialista

💰 Gerente de Contas

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Coalfire

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 2001

💼 Consultoria

🏥 Saúde

📦 Logística

Consulting • Healthcare • Logistics

A Coalfire é uma fornecedora de serviços de cibersegurança que ajuda empresas a melhorarem sua resiliência em segurança e a simplificarem a conformidade regulatória. A empresa oferece serviços especializados, incluindo programas de cibersegurança focados em ameaças, automação de conformidade, gestão de riscos e serviços de consultoria em segurança em diversos setores, como serviços financeiros, saúde, varejo e tecnologia. A Coalfire é conhecida por sua expertise em hackers e defensores, e suas plataformas são projetadas para fortalecer a resiliência cibernética dos clientes, reduzir superfícies de ataque e acelerar o alcance de objetivos de conformidade como FedRAMP e HITRUST.

Descrição

• As the Director of Hyperscaler Strategy & Partnerships, you are the chief architect and end-to-end owner of Coalfire’s relationships with AWS and Microsoft Azure. • Your primary focus will be optimizing, protecting, and expanding our robust, mature AWS alliance—driving strategic track repositioning, co-sell mechanics, and pipeline execution. • Act as an intrapreneur to seed, build, and scale our emerging partnership with Microsoft from the ground up, replicating successful hyperscaler blueprints to unlock new cloud ecosystem revenue. • Own the strategy at the executive level and execute the tactical, operational lifting required to register deals, secure funding, and maintain partner tier health. • Position Coalfire as the essential security and compliance "accelerator" for both hyperscalers' sales fields. • Develop and evangelize frameworks demonstrating how Coalfire’s elite services act as a catalyst for customers to de-risk migrations and accelerate platform spend on AWS and Azure. • Provide a plan and if approved, lead critical navigation of Coalfire's AWS partnership from the Public Sector ISV track into the Commercial and Enterprise Systems Integrator (SI) track. • Establish Coalfire's foundational presence within the Microsoft Partner Network (MPN), defining the initial program track placement, competency roadmap, and joint value proposition. • Build a "better together" narrative that empowers AWS and Microsoft field sellers to proactively pull Coalfire into large, complex enterprise deals to clear compliance hurdles.

🎯 Requisitos

• 12–15+ Years in Channel/Alliances: Explicit experience leading alliance strategies and executing operational workflows within a professional services or cybersecurity organization. • Deep AWS Ecosystem Expertise: At least 3–5 years of direct 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 Mindset: A rare blend 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 milestone. • The Cloud Economist Mindset: Superior ability to articulate the ROI of security, proving how a Coalfire advisory engagement unlocks massive hyperscaler cloud consumption. • The "Intrapreneur" Edge: Demonstrated success building structured, revenue-generating business units out of early-stage or ambiguous partnerships. • Transactional & Marketplace Fluency: Deep understanding of cloud procurement vehicles, listing fee structures, and negotiating Private Offers. • Security Domain Fluency: Comfort discussing CSPM, Zero Trust, and Compliance Frameworks (FedRAMP, PCI, HITRUST) as they relate to enterprise cloud adoption. • Business Solution Architecting: Ability to seamlessly map Coalfire’s technical security services into a hyperscaler's platform gaps. • Synthesizing Complexity: Distilling massive, rapid AWS and Microsoft updates into actionable, bottom-line insights for Coalfire leadership. • Executive Presence & Political Acumen: Professionalism and gravitas to represent Coalfire at the highest levels of the partner organizations while managing "coopetition" dynamics.

🏖️ Benefícios

• paid parental leave • flexible time off • certification and training reimbursement • digital mental health and wellbeing support membership • comprehensive insurance options