Note: The job is a remote job and is open to candidates in USA. PlainID is seeking a Channel Sales & Hyperscaler Partnerships Manager to drive revenue growth through hyperscaler marketplaces and a tiered VAR ecosystem. The role owns cloud partnership and marketplace go-to-market strategy, develops partner-led sales motions, and builds enablement programs for VARs.

Responsibilities

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

Skills

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

Benefits

• Remote work

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