Principal Solutions Architect, AWS Technical Alliances

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🔥 0 minutes ago

🏄 California, Maryland, +1 more states – Remote

🏄 California – Remote 🦀 Maryland – Remote 🍂 Massachusetts – Remote

💵 $175k - $233.7k / year

⏰ Full Time

🔴 Lead

💻 Solutions Engineer

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Tenable

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2002

🔒 Cybersecurity

☁️ SaaS

🏢 Enterprise

Cybersecurity • SaaS • Enterprise

Tenable is a cybersecurity company focused on providing exposure management solutions. Its Tenable One platform offers comprehensive visibility into an organization's attack surface, helping businesses anticipate and prevent likely cyber attacks by effectively communicating and managing cyber risks. Tenable's solutions include vulnerability management, cloud security, OT/IoT security, and identity exposure management. The company is recognized for its excellence in vulnerability management, offering leading solutions that integrate various security aspects such as Active Directory compliance, cyber insurance, and zero trust environments. Tenable is a trusted partner for more than 44,000 customers worldwide, providing advanced insights and intelligence through Tenable Research, making it a leader in managing the modern attack surface across IT and OT infrastructures.

📋 Description

• Serve as Tenable's primary technical liaison to AWS — building and maintaining relationships with AWS Partner SAs, Technical Account Managers, and the Amazon Bedrock team. • Own and lead the AWS technical enablement plan — Be the “connective tissue” evangelizing, designing and delivering structured enablement programs for Tenable field SEs (TFCs) and AWS customer-facing SAs, ensuring both sides of the co-sell motion are technically aligned on Tenable solutions and joint architectures. • Drive AWS competency application workstreams, including design wins, technical validation, documentation, and cross-functional coordination. • Apply strong program management discipline across all partnership workstreams — owning milestones, owners, and deliverables for enablement programs, competency applications, co-sell pipeline, and executive reporting cycles. • Support and advance the AWS Marketplace and co-sell motion — including Salesforce-tracked pipeline, PRM tagging, and opportunity hygiene with field co-sell teams. • Contribute to the strategic narrative around Tenable and AWS AI/agentic architectures, including integrations with Amazon Bedrock and agentic frameworks. • Produce executive-facing reporting and synthesize partnership activity across Zoom transcripts, meeting notes, Slack, and CRM data. • Collaborate with field marketing on AWS-focused demand generation, EBC planning, and joint event participation. • Develop and maintain technical assets: architecture diagrams, integration guides, demo environments, and partner-facing solution briefs. • Support VP-level escalations and executive briefings when partner commitments or timelines are at risk. • Drive AWS Marketplace technical strategy and tactics, such as PRM, ties to ACE and developing AI co-sell.

🎯 Requirements

• 7+ years of experience in Solutions Architecture, Partner Engineering, or Technical Alliances — with at least 3 years in a cloud or SaaS context. • Deep, demonstrable AWS expertise across compute, networking, identity, security services, and marketplace mechanics. AWS Solutions Architect Associate or Professional certification strongly preferred. • Experience working within or alongside a cloud provider's partner ecosystem (AWS, Azure, or GCP) — including co-sell motions, competency programs, or marketplace integrations. • Strong project management skills — demonstrated ability to run multiple concurrent workstreams with clear milestone tracking, stakeholder accountability, and on-time delivery across cross-functional teams. • Strong communicator capable of tailoring technical depth to field SE audiences, AWS partner contacts, and VP/C-suite stakeholders alike. • Comfortable leveraging AI tools (e.g. generative AI assistants, AI-powered research and productivity tools) to accelerate work across enablement, documentation, and reporting. • Familiarity with CRM/Salesforce pipeline workflows and partner relationship management tooling.

🏖️ Benefits

• medical • dental • vision • disability and life insurance • 401(k) retirement savings with company match • employee stock purchase plan • employee referral program • flexible spending accounts • Employee Assistance Program (EAP) • education assistance • parental leave • paid time off (PTO) • company-paid holidays • health and wellness events • community programs