Channel Sales, Hyperscaler Partnerships Manager

🕒 August 21

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

👻 Ghost score 36%

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• Open for 86 days.
• No salary listed.

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PlainID - The Identity Security Company

WebsiteLinkedInAll Job Openings

51 - 200 employees

🔒 Cybersecurity

📋 Compliance

Cybersecurity • Compliance

PlainID is the world's leading provider of enterprise Authorization, helping enterprises address the complex challenges of Identity Security. The PlainID Platform allows you to discover, manage, and authorize access control policies for enterprise applications and data. This solution is designed to protect against identity-centric security threats powered by Policy-Based Access Control (PBAC).

📋 Description

• Drive exponential revenue growth and market share through strategic Hyperscaler marketplaces and a premier tiered VAR ecosystem • Architect and execute the roadmap for Hyperscaler engagement across AWS, GCP, and Azure marketplaces • Lead a world-class VAR partner program with high-performance tiered structures • Align partner-led motions with customer cloud-spending commitments and strategic marketplace incentives • Partner with Marketing and Sales on joint go-to-market initiatives • Position PlainID as the preferred runtime authorization solution within partner catalogs • Collaborate with Solution Architecture to build enablement programs for VARs to demo and deploy PlainID solutions • Orchestrate “sell-with” and “sell-through” motions between cloud partners and the global VAR network • Own the Marketplace GTM strategy and scale the global partner program

🎯 Requirements

• 8+ years of leadership in Cybersecurity Channel Sales, with a proven history of scaling Hyperscaler and VAR/Distributor alliances • Deep technical and business expertise in AWS, Azure, and GCP marketplaces, including private offers and co-sell orchestration • Exceptional executive presence with the ability to negotiate and present complex strategies to C-level stakeholders within the partner community • Extensive knowledge of the Identity and Access Management landscape, specifically Authorization standards (OAuth, OPA, PBAC) • Experience developing sophisticated partnership models, including revenue-share structures and co-investment funding for joint events • Deep existing network within top-tier VARs and Hyperscaler partner teams • A background in Technical Product Management or Solution Architecture

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