Senior Manager, Hyperscalers & ISV Marketplaces

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🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

👔 Manager

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Keyfactor

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2014

🚘 Automotive

🏥 Healthcare

🔐 Security

Automotive • Healthcare • Security

Keyfactor is a leader in providing Public Key Infrastructure (PKI) and cryptographic services, with a strong focus on identity-first security. The company offers a range of products and services designed to manage digital certificates and cryptographic keys for enterprises and IoT devices, enhancing security and trust in an increasingly connected world. Their offerings include PKI as a service, certificate lifecycle automation, fast and secure code signing, and IoT identity management. Keyfactor's solutions also address industry-specific challenges in automotive, medical, telecom, and industrial IoT sectors. Emphasizing modern PKI practices, Keyfactor helps organizations automate and scale their security infrastructure while preparing for emerging threats, including post-quantum cryptography.

📋 Description

• 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

🎯 Requirements

• 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%

🏖️ Benefits

• 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