Channel Sales & Hyperscaler Partnerships Manager
About the role
The Channel Sales & Hyperscaler Partnerships Manager at PlainID is responsible for driving revenue growth and market share through strategic partnerships with major cloud providers and a premier tiered VAR ecosystem.
Responsibilities
Architect and execute a comprehensive roadmap for Hyperscaler engagement, maximizing PlainID’s 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.
Requirements
Expert leadership in Cybersecurity Channel Sales with a proven track record 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.
Qualifications
8+ years of leadership in Cybersecurity Channel Sales.
Deep technical and business expertise in AWS, Azure, and GCP marketplaces.
Exceptional executive presence with the ability to negotiate and present complex strategies to C-level stakeholders.
Extensive knowledge of IAM and Authorization standards.
Experience in developing sophisticated partnership models.
Skills
Strategic Alliances & Executive Sales
Marketplace Leadership
Ecosystem Evolution
Revenue Acceleration
Integrated GTM
Scalable Enablement
Benefits
Real traction, real customers with Fortune 2000 companies including SAP, Accenture, EY, Cisco, City bank, The World Bank.
Category leadership with recognition as an Outperformer by industry analysts alongside Google Cloud, SailPoint, and Ping Identity.
Strategic partnerships that matter, such as SAP embedding our technology as an OEM component in their Customer Data Cloud platform.
Backed by leading investors including Insight Partners, SAP, Viola Ventures, and others.
Founded by security veterans with deep financial services and IDF cybersecurity backgrounds.
Pay
Negotiable based on experience and qualifications.
Schedule
Full-time position.