The Partner Sales Manager, Cloud Marketplaces is part of the Operations department, which resides on the Business Development team and reports to the Chief Operating Officer. As our Partner Sales Manager, you will strategically scale our co-sell ecosystem with cloud marketplaces. In this role, you won't just be managing partnerships; you will be a critical growth driver. You will act as the vital bridge between our internal sales leadership and our cloud partner counterparts, building strong relationships, aligning go-to-market (GTM) strategies, and executing high-velocity co-sell motions that directly accelerate pipeline and revenue for our cybersecurity SaaS business.
What You'll Do:
Serve as the primary liaison between our internal sales leadership (Account Executives) and external partner Sales teams for AWS, Microsoft, and Google Cloud Platform
Drive the day-to-day co-sell motion, mapping accounts, identifying new logos, and accelerating existing deals via cloud marketplaces
Build and execute regional partner plans that generate qualified pipeline, leveraging cloud provider funding programs, incentives, and credits
Cultivate strong, trusted relationships with cloud account managers, marketplace advisors, partner sales managers, and solution architects and field sales leadership
Educate cloud partner Sales teams on our value proposition, ensuring we're top-of-mind for customers' security and compliance initiatives
Own and lead quarterly business reviews (QBRs) with both internal sales leaders and cloud partner stakeholders to track KPIs, pipeline health, and strategic wins
Navigate and optimize cloud marketplace listing mechanisms, private offers (Channel Partner Private Offer/Multiparty Private Offer), and cloud consumption commitments (AWS EDPs/Azure MACC)
Other tasks and responsibilities as assigned
What You'll Need:
Bachelor’s degree in Business, Technology, or a related field*
5+ years in enterprise software sales, business development, or partner/alliance management, with at least 3+ years specifically working with cloud marketplaces
Proven track record navigating the AWS, Microsoft and/or Google Cloud co-sell ecosystem, cloud marketplaces, and field organization structures
Strong understanding of enterprise sales cycles; ability to communicate effectively cross-functionally with Sales teams to support deals using cloud partnerships
Exceptional communication skills, with the ability to influence cross-functional teams and external stakeholders
Proven ability in building and maintaining successful relationships with a variety of partners
Must be authorized to work in the United States
It's a Plus if You Have:
Experience in cybersecurity or broader SaaS security space
Existing relationships within the AWS Partner Organization, Microsoft partner ecosystem and/or Google Cloud Security
Experience running co-sell motions across more than one hyperscaler simultaneously
Familiarity with MEDDPICC or similar sales methodology to align with joint selling motions
*Additional years of relevant experience or a combination of an Associate’s degree or equivalent and relevant experience may be substituted for the Bachelor’s degree.
Compensation Range:
USD$93,300.00 - $163,200.00
