Director, Hyperscaler Strategy & Partnerships – AWS, Microsoft

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🕒 June 10

☕ Washington – Remote

☕ Washington – Remote

💵 $114k - $198k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

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Coalfire

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2001

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

Coalfire is a cybersecurity services provider that helps businesses improve their security resilience and streamline regulatory compliance. The company offers expert-led services, including threat-focused cybersecurity programs, compliance automation, risk management, and security advisory services across various industries such as financial services, healthcare, retail, and technology. Coalfire is known for its hacker and defender expertise, and its platforms are designed to fortify clients' cyber resilience, reduce attack surfaces, and accelerate the achievement of compliance objectives like FedRAMP and HITRUST.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

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