Coalfire

Coalfire

Director, Hyperscaler Strategy & Partnerships

United States · Director

Sponsorship not specified$114k-$198kDetected 43 days ago
Full-Stack DevelopmentAWSAzureComplianceProcurementZero TrustLeadershipCollaboration

About the role

  • As the Director of Hyperscaler Strategy & Partnerships, you are the chief architect and end-to-end owner of Coalfire's relationships with AWS and Microsoft Azure.
  • This is a high-impact, dual-mandate alliance leadership role.
  • Your primary focus will be optimizing, protecting, and expanding our robust, mature AWS alliance-driving strategic track repositioning, co-sell mechanics, and pipeline execution.

Responsibilities

  • Portfolio Management: Own the strategic direction of Coalfire's AWS Advanced tier strategy, managing our active competencies and negotiating future Strategic Collaboration Agreements (SCAs).
  • Certified Headcount Tracking: Directly track and coordinate workforce certification planning and gap analysis with service line leaders to ensure compliance with partner tier requirements.
  • Portal Management: Handle 100% of the operational execution for deal registration, pipeline tracking, and reporting within partner portals (AWS ACE and Microsoft Partner Center), ensuring seamless integration and attribution within Salesforce.
  • Incentive & Funding Capture: Author, submit, and manage partner-side funding requests (e.g., AWS MAP, POA, MDF, and Microsoft ECIF & equivalents) to offset client costs and maximize joint wins.
  • Marketplace GTM: Lead Coalfire's commercial storefront strategy across the AWS Marketplace and Azure Marketplace, optimizing listings for discoverability.
  • Field & Executive Advocacy: Forge tight tactical relationships with Partner Account Managers (PAMs), Partner Development Managers (PDMs), and field sellers, while navigating leadership hierarchies for top-down support.
  • Data-Driven Governance: Author weekly partner dashboards and lead rigorous Quarterly Business Reviews (QBRs) focused on pipeline velocity, funding utilization, and joint customer outcomes.
  • Professionalism and gravitas to represent Coalfire at the highest levels of the partner organizations while managing "coopetition" dynamics.
  • Why You'll Want to Join Us At Coalfire, you'll find the support you need to thrive personally and professionally.

Requirements

  • Ability to seamlessly map Coalfire's technical security services into a hyperscaler's platform gaps.

Skills

  • Relationship Management & Governance Rhythm
  • Deep understanding of cloud procurement vehicles, listing fee structures, and negotiating Private Offers.
  • Comfort discussing CSPM, Zero Trust, and Compliance Frameworks (FedRAMP, PCI, HITRUST) as they relate to enterprise cloud adoption.

Compensation

  • $114k-$198k

Benefits

  • You will own the strategy at the executive level and execute the tactical, operational lifting required to register deals, secure funding, and maintain partner tier health.
  • Pipeline Ownership: Build and execute a rigorous partner-sourced and partner-influenced pipeline engine across Commercial, Enterprise segments focused on healthcare, SaaS/ISV and financial services segments.
  • In many cases, we provide a flexible work model that empowers you to choose when and where you'll work most effectively - whether you're at home or an office.

Company info

  • Private Offer Execution: Manage the internal workflow and structure high-value security services as transactable Private Offers (CPPO/SPPO) to help enterprise customers burn down their committed cloud spend.
  • Regardless of location, you'll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities.

Equal opportunity

  • equal opportunity and pay equity is integral to the way we do business.
  • All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
  • equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities.
  • To request reasonable accommodation to participate in the job application or interview process, contact our Human Resources team at HumanResourcesMB@coalfire.com.
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This listing is sourced directly from Coalfire's careers page and normalized into a canonical job model.