Cloud Alliances Manager, AWS

Horizon3 AI

2d•$295,000 - $325,000•Remote

About The Position

Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by IT Ops/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools and false positives, resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn-it-alls, committed to a culture of respect, collaboration, ownership, and results.

Requirements

Bachelor’s degree in Business, Information Technology, or a related field (Master’s preferred).
5+ years of experience in alliance management, partner development, or a related role, with a strong emphasis on cloud partnerships.
Proven success in driving revenue through AWS Marketplace sales and executing co-selling strategies with AWS leveraging the Enterprise Discount Program and Channel Partner Private Offers.
Extensive knowledge of AWS services, ecosystem, and programs (e.g., APN, Marketplace, Well-Architected Framework).
Exceptional strategic thinking and negotiation skills, with a track record of building high-impact partnerships.
Outstanding communication and relationship-building skills to engage and influence internal and external stakeholders.
Ability to thrive in a fast-paced, innovative environment with a focus on results.

Nice To Haves

AWS certifications (e.g., AWS Certified Solutions Architect, AWS Certified Cloud Practitioner) are highly desirable.

Responsibilities

Serve as the primary liaison with AWS, cultivating deep, strategic relationships with AWS partner managers, account teams, and senior stakeholders to align on shared objectives and long-term vision.
Drive significant revenue growth by optimizing and expanding Horizon3.ai’s presence in the AWS Marketplace, developing strategies to increase adoption and streamline customer acquisition.
Lead and accelerate co-selling initiatives with AWS, collaborating closely with AWS sales teams to identify joint opportunities, build pipelines, and close deals that leverage Horizon3.ai’s solutions.
Driving the identification of opportunities through co-marketing initiatives and teaming exercises (joint account mapping)
Partner with Horizon3.ai leadership to define and execute an AWS alliance strategy that enhances market positioning, supports cloud adoption, and drives measurable business outcomes.
Equip internal teams (sales, technical, marketing) with the knowledge, tools, and resources to effectively position and sell Horizon3.ai’s offerings in conjunction with AWS services leveraging the AWS Enterprise Discount Program and Channel Partner Private Offers.
Manage participation in AWS Partner Network (APN) programs, ensuring compliance and leveraging benefits such as funding, certifications, and competencies to strengthen the partnership.
Stay ahead of AWS product updates, industry trends, and competitive dynamics to ensure Horizon3.ai remains a leader in cloud-based cybersecurity solutions.
Track and report on alliance performance, including AWS Marketplace revenue, co-selling success, and strategic partnership milestones, to demonstrate impact and inform future initiatives.