8+ years of leadership experience in Cybersecurity Channel Sales
Proven track record in scaling Hyperscaler and VAR/Distributor alliances
Deep technical and business expertise in AWS, Azure, and GCP marketplaces
Exceptional executive presence for negotiating with C-level stakeholders
Extensive knowledge of Identity and Access Management (IAM) and Authorization standards
Responsibilities
Architect and execute a comprehensive roadmap for Hyperscaler engagement
Lead a high-performance tiered VAR partner program for market penetration
Drive sustainable revenue growth through partner-led motions
Collaborate with Marketing and Sales on joint go-to-market initiatives
Build robust enablement programs for VARs to demo and deploy solutions
Benefits
Opportunity to drive exponential revenue growth
Leadership role with high impact on company strategy
Collaboration with top-tier cloud partners
Access to a global VAR network
Potential for professional growth in a dynamic environment
Full Job Description
Description
PlainID is seeking a visionary Channel Sales & Hyperscaler Partnerships Manager In this high-impact leadership role, you will be responsible for driving exponential revenue growth and market share through strategic Hyperscaler marketplaces and a premier tiered VAR ecosystem.
As the primary architect of our cloud partnership strategy, you will orchestrate sophisticated "sell-with" and "sell-through" motions between our strategic cloud partners (AWS, Azure, GCP) and our global VAR network. You will own the Marketplace GTM strategy, optimizing cloud-consumption-based selling and scaling a high-velocity partner program globally.
The Impact You'll Make
Strategic Alliances & Executive Sales
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.
Requirements
What You Bring to the Table
Expert Leadership: 8+ years of leadership in Cybersecurity Channel Sales, with a proven history of scaling Hyperscaler and VAR/Distributor alliances.
Cloud Proficiency: Deep technical and business expertise in AWS, Azure, and GCP marketplaces, including private offers and co-sell orchestration.
Strategic Influence: Exceptional executive presence with the ability to negotiate and present complex strategies to C-level stakeholders within the partner community.
IAM Domain Mastery: Extensive knowledge of the Identity and Access Management landscape, specifically Authorization standards (OAuth, OPA, PBAC).
Financial Acumen: Experience developing sophisticated partnership models, including revenue-share structures and co-investment funding for joint events.
The "Extra Mile":
Deep existing network within top-tier VARs and Hyperscaler partner teams.
A background in Technical Product Management or Solution Architecture.
