Channel Sales & Hyperscaler Partnerships Manager

PlainID • USA, NY

1d

About The Position

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.

Requirements

• 8+ years of leadership in Cybersecurity Channel Sales, with a proven history of scaling Hyperscaler and VAR/Distributor alliances.
• Deep technical and business expertise in AWS, Azure, and GCP marketplaces, including private offers and co-sell orchestration.
• Exceptional executive presence with the ability to negotiate and present complex strategies to C-level stakeholders within the partner community.
• Extensive knowledge of the Identity and Access Management landscape, specifically Authorization standards (OAuth, OPA, PBAC).
• Experience developing sophisticated partnership models, including revenue-share structures and co-investment funding for joint events.

Nice To Haves

• Deep existing network within top-tier VARs and Hyperscaler partner teams.
• A background in Technical Product Management or Solution Architecture.

Responsibilities

• Architect and execute a comprehensive roadmap for Hyperscaler engagement, maximizing our presence within AWS, GCP, and Azure marketplaces.
• Lead a world-class VAR partner program, establishing high-performance tiered structures that ensure deep market penetration and partner loyalty.
• Drive sustainable growth by aligning partner-led motions with customer cloud-spending commitments and strategic marketplace incentives.
• Partner with Marketing and Sales to develop joint go-to-market initiatives, positioning PlainID as the preferred runtime authorization solution within partner catalogs.
• Collaborate with Solution Architecture to build robust enablement programs that empower VARs to effectively demo and deploy PlainID solutions.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed