Title: Senior Manager, Hyperscalers & ISV Marketplaces
Location: United States; Remote
Experience: Senior Level
Job Function: Channel
Employment Type: Full-Time
Travel: 20-40%
Industry: Computer and Network Security
About the position This quota-carrying role will own Keyfactor's marketplace go-to-market strategy with Amazon Web Services and Microsoft Azure, while developing new routes to market through strategic ISV ecosystems, initially including CrowdStrike and ServiceNow.
The Senior Manager will convert these relationships into measurable marketplace revenue, qualified pipeline, new customer acquisition and faster sales cycles. The role will also help customers purchase Keyfactor through the technology providers, marketplaces and committed cloud-spend programs they already use.
Success requires a combination of alliance leadership, marketplace expertise, field sales collaboration and hands-on deal execution.
ResponsibilitiesMarketplace Strategy and Revenue- 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 the strongest relevant standing 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.
Hyperscaler and ISV Alliances- Build influential relationships across AWS and Microsoft field sales, marketplace, industry, marketing, channel and executive organizations.
- Secure available 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.
- Build relationships across ISV alliance, product, marketplace, marketing, sales, channel and executive teams.
Field and Transaction Execution- Work directly with Keyfactor sales leaders and account executives to identify marketplace opportunities across new customers, existing accounts, renewals and expansions.
- Engage early to 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 the parties required to advance and close transactions.
- Create or direct private offers through AWS and Microsoft marketplaces, working with Sales, Channel, Finance, Legal, Operations and Deal Desk to validate pricing, partner economics, terms, billing and customer acceptance.
- Operationalize applicable transaction, referral, co-sell and lead-management processes within selected ISV marketplaces.
Enablement and Operational Scale- Prepare Keyfactor's 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 accurate 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 to develop campaigns, commercial models and routes to market.
Skills and Qualifications - 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.
Compensation Salary will be commensurate with experience.
Culture, Career Opportunities and Benefits We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.
Here are just some of the initiatives that make our culture special:
- Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.
- Comprehensive benefit coverage globally.
- Paid Parental Leave is available to new parents. Structure varies based on regional/government requirements. In regions where government-paid leave doesn't exist, like in the U.S., the company offers generous paid parental leave, along with comprehensive adoption and fertility support.
- Competitive time off globally.
- Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
- DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology.
- 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, and 3 volunteer days off.
- Monthly Talent development and Cross Functional meetings to support professional development.
- Regular All Hands meetings - followed by group gatherings.
