DescriptionPlainID 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 MakeStrategic 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.
RequirementsWhat 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.
