Cloud Alliance Manager, AWS - Remote

Center for Internet Security

4d • $93,300 - $163,200 • Remote

About The Position

The Cloud Alliance Manager, AWS is part of the Operations department, which resides on the Business Development team and reports to the Chief Operating Officer. As our Cloud Alliance Manager, you will own and build our AWS partnership from the ground up: co-sell, co-market, and co-build. You will be the primary point of contact between CIS and the AWS field, marketplace, and partner development organizations, and you will work cross-functionally with Sales, Marketing, Product, and Engineering teams to turn that relationship into joint pipeline, marketplace revenue, and integrated solutions. This is a build role. You will re-design the program, not just run one that already exists.

Requirements

• Bachelor’s degree in Business, Technology, or a related field
• 5+ years in cloud alliances, channel partnerships, or partner sales, ideally with direct AWS partnership experience
• A track record building or scaling a co-sell/co-market/co-build motion with a hyperscaler
• Familiarity with AWS Partner programs (ISV Accelerate, Marketplace, Competency programs, MAP/POA funding)
• Ability to operate cross-functionally across Sales, Marketing, Product, and Engineering
• Strong technical aptitude and the ability to communicate technical and non-technical concepts to internal and external executives and audiences
• Proven ability in building and maintaining successful relationships with a variety of partners
• Must be authorized to work in the United States

Nice To Haves

• Experience in cybersecurity or broader SaaS security
• Existing relationships within the AWS Partner Organization or Security Independent Software Vendor (ISV) team
• Experience with other hyperscalers (Microsoft Azure, Google Cloud Platform) to inform future multi-cloud expansion
• 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.

Responsibilities

• Build and operationalize a co-sell motion with AWS field sellers, Partner Development Managers (PDMs), and Partner Development Representatives (PDRs)
• Drive joint pipeline generation, deal registration, and funded programs (e.g., MAP, POA credits)
• Enable our Sales team on how to work AWS account teams, and enable AWS sellers on our value proposition
• Plan and execute joint marketing programs: webinars, field events, ISV Accelerate activities, co-branded content
• Own our AWS Marketplace listing strategy, including private offers and channel partner private offers (CPPO)
• Partner with our Marketing team and AWS partner marketing managers on campaigns and customer stories
• Work with Product and Engineering to identify and prioritize technical integrations (e.g., Security Hub, GuardDuty, Security Lake)
• Drive joint solution architecture and technical validation needed for competency and to accelerate programs
• Own the roadmap for joint solution briefs and reference architectures
• Own the AWS partnership strategy, business plan, and quarterly business reviews (QBRs)
• Build relationships across the AWS Partner Organization, security specialists, and account teams
• Track and maintain program requirements (ISV Accelerate, Security Competency, etc.) to advance our partner tier
• Report on pipeline, bookings, marketplace revenue, and joint marketing activity to executive leadership
• Other tasks and responsibilities as assigned

Benefits

• Commitment to providing an inclusive environment in which the diverse backgrounds, experiences, and views of our employees, members, and customers are valued and respected.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level