Remote Position
[Remote] Channel Sales & Hyperscaler Partnerships Manager
🌍 Remote · United States
💼 Full-time
Note: The job is a remote job and is open to candidates in USA. PlainID is seeking a Channel Sales & Hyperscaler Partnerships Manager to drive revenue growth through hyperscaler marketplaces and a tiered VAR ecosystem. The role owns cloud partnership and marketplace go-to-market strategy, develops partner-led sales motions, and builds enablement programs for VARs.
Responsibilities
- Marketplace Leadership: Architect and execute a comprehensive roadmap for Hyperscaler engagement, maximizing our presence within AWS, GCP, and Azure marketplaces
- Ecosystem Evolution: Lead a world-class VAR partner program, establishing high-performance tiered structures that ensure deep market penetration and partner loyalty
- Revenue Acceleration: Drive sustainable growth by aligning partner-led motions with customer cloud-spending commitments and strategic marketplace incentives
- Integrated GTM: Partner with Marketing and Sales to develop joint go-to-market initiatives, positioning PlainID as the preferred runtime authorization solution within partner catalogs
- Scalable Enablement: Collaborate with Solution Architecture to build robust enablement programs that empower VARs to effectively demo and deploy PlainID solutions
Skills
- 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
Benefits
- Remote work
Company Overview