Director, Hyperscaler Strategy & Partnerships - AWS & Microsoft
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AI Summary
About Coalfire
Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Chicago, Illinois with offices across the U.S. and U.K., and we support clients around the world.
But that’s not who we are – that’s just what we do.
We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.
Position Summary
As the Director of Hyperscaler Strategy & Partnerships, you are the chief architect and end-to-end owner of Coalfire’s relationships with AWS and Microsoft Azure. This is a high-impact, dual-mandate alliance leadership role. Your primary focus will be optimizing, protecting, and expanding our robust, mature AWS alliance—driving strategic track repositioning, co-sell mechanics, and pipeline execution. Concurrently, you will act as an intrapreneur to seed, build, and scale our emerging partnership with Microsoft from the ground up, replicating successful hyperscaler blueprints to unlock new cloud ecosystem revenue.
This role requires a true "full-stack" alliance leader. You will own the strategy at the executive level and execute the tactical, operational lifting required to register deals, secure funding, and maintain partner tier health. Your ultimate mission is to position Coalfire as the essential security and compliance "accelerator" for both hyperscalers' sales fields.
Strategic Mandate
- The "Services-to-Consumption" Bridge: Develop and evangelize frameworks demonstrating how Coalfire’s elite services (e.g., FedRAMP, Cloud Engineering, Cyber Risk) act as a catalyst for customers to de-risk migrations and accelerate platform spend on AWS and Azure.
- Programmatic Evolution (AWS): Provide a plan and if approved, lead the critical, complex navigation of Coalfire's AWS partnership from the Public Sector ISV track into the Commercial and Enterprise Systems Integrator (SI) track.
- Ecosystem Building (Microsoft): Establish Coalfire's foundational presence within the Microsoft Partner Network (MPN), defining the initial program track placement, competency roadmap, and joint value proposition.
- Field Alignment & Force Multiplication: Build a "better together" narrative that empowers AWS and Microsoft field sellers to proactively pull Coalfire into large, complex enterprise deals to clear compliance hurdles.
This role is remote with a preference for candidates located in Seattle, WA.
\nStrategic Alliance & Programmatic Positioning
- Portfolio Management: Own the strategic direction of Coalfire's AWS Advanced tier strategy, managing our active competencies and negotiating future Strategic Collaboration Agreements (SCAs).
- Microsoft Foundation: Stand up the Microsoft alliance strategy, identifying and leading Coalfire’s entry into specialized services programs and security specializations.
- Certified Headcount Tracking: Directly track and coordinate workforce certification planning and gap analysis with service line leaders to ensure compliance with partner tier requirements.
End-to-End Co-Sell Operations & Pipeline Hygiene
- Pipeline Ownership: Build and execute a rigorous partner-sourced and partner-influenced pipeline engine across Commercial, Enterprise segments focused on healthcare, SaaS/ISV and financial services segments.
- Portal Management: Handle 100% of the operational execution for deal registration, pipeline tracking, and reporting within partner portals (AWS ACE and Microsoft Partner Center), ensuring seamless integration and attribution within Salesforce.
- Incentive & Funding Capture: Author, submit, and manage partner-side funding requests (e.g., AWS MAP, POA, MDF, and Microsoft ECIF & equivalents) to offset client costs and maximize joint wins.
Marketplace Strategy & Monetization
- Marketplace GTM: Lead Coalfire's commercial storefront strategy across the AWS Marketplace and Azure Marketplace, optimizing listings for discoverability.
- Private Offer Execution: Manage the internal workflow and structure high-value security services as transactable Private Offers (CPPO/SPPO) to help enterprise customers burn down their committed cloud spend.
Relationship Management & Governance Rhythm
- Field & Executive Advocacy: Forge tight tactical relationships with Partner Account Managers (PAMs), Partner Development Managers (PDMs), and field sellers, while navigating leadership hierarchies for top-down support.
- Data-Driven Governance: Author weekly partner dashboards and lead rigorous Quarterly Business Reviews (QBRs) focused on pipeline velocity, funding utilization, and joint customer outcomes.
- 12–15+ Years in Channel/Alliances: Explicit experience leading alliance strategies and executing operational workflows within a professional services or cybersecurity organization.
- Deep AWS Ecosystem Expertise: At least 3–5 years of direct experience navigating the AWS Partner Network (APN), with a proven track record of managing competency lifecycles, executing ACE pipeline mechanics, and driving co-sell motions.
- No Task Too Small Mindset: A rare blend of strategic acumen and operational discipline; comfortable pivoting from a high-level executive pitch to logging into partner portals to troubleshoot a lead registration or funding milestone.
- The Cloud Economist Mindset: Superior ability to articulate the ROI of security, proving how a Coalfire advisory engagement unlocks massive hyperscaler cloud consumption.
- The "Intrapreneur" Edge: Demonstrated success building structured, revenue-generating business units out of early-stage or ambiguous partnerships.
- Transactional & Marketplace Fluency: Deep understanding of cloud procurement vehicles, listing fee structures, and negotiating Private Offers.
- Security Domain Fluency: Comfort discussing CSPM, Zero Trust, and Compliance Frameworks (FedRAMP, PCI, HITRUST) as they relate to enterprise cloud adoption.
- Business Solution Architecting: Ability to seamlessly map Coalfire’s technical security services into a hyperscaler's platform gaps.
- Synthesizing Complexity: Distilling massive, rapid AWS and Microsoft updates into actionable, bottom-line insights for Coalfire leadership.
- Executive Presence & Political Acumen: Professionalism and gravitas to represent Coalfire at the highest levels of the partner organizations while managing "coopetition" dynamics.
Why You’ll Want to Join Us
At Coalfire, you’ll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office.
Regardless of location, you’ll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities. You’ll have opportunities to join employee resource groups, participate in in-person and virtual events, and more. And you’ll enjoy competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options.
At Coalfire, equal opportunity and pay equity is integral to the way we do business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Coalfire is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation to participate in the job application or interview process, contact our Human Resources team at HumanResourcesMB@coalfire.com.
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