Global Marketplace Alliance Lead
Global Marketplace Alliance Lead
One Identity is seeking a Global Marketplace Alliance Lead to spearhead our strategic partnerships with Microsoft and AWS. This role is critical in transforming our cloud marketplace presence into a primary growth engine.
Responsibilities
Design and implement One Identity’s global marketplace strategy, ensuring our identity security portfolio is aligned with Microsoft’s and AWS’s highest-priority sales plays and incentive programs.
Build and maintain executive-level and operational relationships with Cloud Partner Managers (PDMs) and field sales leadership at Microsoft and AWS to drive joint business objectives.
Empower One Identity field teams and partners to co-sell effectively. This includes hands-on support for joint customer engagements and navigating complex cloud-committed spend conversations (e.g., MACC/EDP).
Lead the go-to-market approach for One Identity’s SaaS offerings via marketplaces, ensuring our value proposition resonates with cloud-first buyers and CISOs looking to consolidate spend.
Develop global playbooks, training, and tools that equip One Identity sellers and our internal channel managers (supporting partners like CDW, Insight, etc.) to leverage marketplaces as a competitive advantage.
Drive maximum utilization of cloud provider programs, incentives, and marketing funds (MDF) to increase One Identity’s market share and profitability.
Accountable for the Global Marketplace pipeline. Track and report on business outcomes, co-sell velocity, and partnership health during QBRs.
Tackle.oi – work with our partner to optimise their skills and services
Qualifications
10+ years in channel sales or alliance management, with a proven track record of generating significant co-sell revenue specifically through Microsoft and AWS Marketplaces.
Deep understanding of SaaS delivery models and how they align with modern cloud procurement cycles.
Exceptional ability to navigate and influence stakeholders across a global matrixed organization (Sales, Product, Marketing, and Finance).
Proven experience engaging with Microsoft (MAICPP) and AWS partner programs at an executive level.
Strong understanding of the identity security landscape (IGA, PAM, AM) and the ability to articulate complex security scenarios simply.
Ability to identify friction points in the co-sell motion and implement pragmatic solutions to unblock global deals.
Experience managing alliance pipelines and deal registrations within CRM platforms.
Willingness to travel globally as required (up to 50%) to engage with partners and field teams.