Senior Manager, Hyperscalers & ISV Marketplaces

🕒 Agosto 13

🇺🇸 Estados Unidos – Remoto (EUA)

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Keyfactor

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2014

🚘 Automotivo

🏥 Saúde

🔐 Segurança

Automotive • Healthcare • Security

A Keyfactor é uma líder na oferta de Infraestrutura de Chave Pública (PKI) e serviços criptográficos, com forte foco em segurança centrada na identidade. A empresa oferece uma gama de produtos e serviços projetados para gerenciar certificados digitais e chaves criptográficas para empresas e dispositivos de IoT, aumentando a segurança e a confiança em um mundo cada vez mais conectado. Suas ofertas incluem PKI como serviço, automação do ciclo de vida de certificados, assinatura de código rápida e segura e gerenciamento de identidade IoT. As soluções da Keyfactor também abordam desafios específicos da indústria nos setores automotivo, médico, de telecomunicações e de IoT industrial. Ao enfatizar práticas modernas de PKI, a Keyfactor ajuda organizações a automatizar e escalar sua infraestrutura de segurança enquanto se preparam para ameaças emergentes, incluindo a criptografia pós-quântica.

Descrição

• Own and execute Keyfactor’s growth strategy across AWS Marketplace, Microsoft commercial marketplace and selected strategic ISV marketplaces • Develop business plans with measurable revenue, pipeline, co-sell, enablement, funding, campaign and event objectives • Achieve and maintain relevant standings and designations within the AWS Partner Network and Microsoft AI Cloud Partner Program • Measure marketplace revenue, pipeline health, co-sell performance, program utilization, partner readiness and return on investment • Build relationships across AWS, Microsoft and ISV alliance, product, marketplace, marketing, sales, channel and executive teams • Secure customer funding, account intelligence, propensity signals, seller incentives, executive sponsorship, campaigns, workshops, events and field introductions • Develop joint go-to-market plans with selected ISVs, initially CrowdStrike and ServiceNow • Identify marketplace opportunities across new customers, existing accounts, renewals and expansions • Assess committed cloud spend, marketplace preferences, available funding and strategic technology relationships • Lead account mapping and co-sell execution across Keyfactor, hyperscaler sellers, ISV teams, Channel Account Managers and Strategic Partners • Remove alliance and marketplace blockers and coordinate parties to advance and close transactions • Create or direct private offers through AWS and Microsoft marketplaces, coordinating 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 to transact through AWS Channel Partner Private Offers, Microsoft multiparty private offers and other partner-led marketplace routes • Create scalable playbooks, qualification guidance, seller training, engagement processes and deal-support resources • Serve as Keyfactor’s internal subject-matter expert and escalation point for cloud co-sell, marketplace funding, private offers and ISV marketplace opportunities • Maintain pipeline, forecast, alliance-influence and transaction data in Salesforce and applicable partner platforms • Collaborate with Field Marketing, Channel Marketing, Sales Engineering, Finance, Operations and Legal on campaigns, commercial models and routes to market

🎯 Requisitos

• 8+ years of experience in strategic alliances, cloud partnerships, marketplace sales, business development, channel sales or enterprise software sales • 3+ years of direct experience developing go-to-market relationships with AWS and/or Microsoft Azure • Experience working within AWS or Microsoft, or leading hyperscaler partnerships for an enterprise software or cybersecurity ISV • Hands-on experience with AWS Marketplace, AWS Partner Central, ACE, AWS ISV Accelerate, private offers and Channel Partner Private Offers • Hands-on experience with Microsoft Partner Center, Microsoft co-sell, Azure IP co-sell, MACC-aligned transactions, private offers and multiparty private offers • Experience developing joint go-to-market motions with enterprise ISVs through 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 be legally authorized to work in the United States • Travel: 20–40%

🏖️ Benefícios

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule) • Comprehensive benefit coverage globally • Paid Parental Leave • Comprehensive adoption and fertility support • Competitive time off globally • Dedicated employee-focused ambassadors via Key Contributors & Culture Committees • DIVERSE Commitment • The Keyfactor Alliance Program to support DEIB efforts • Wellbeing resources • Wellness allowance • Mindfulness app free membership • Wellness Wednesdays • Global Volunteer Day • Company non-profit matching • 3 volunteer days off • Monthly Talent development and Cross Functional meetings to support professional development • Regular All Hands meetings followed by group gatherings