Coalfire

Director, Hyperscaler Strategy & Partnerships

United States · Director

Sponsorship not specified$127k-$212kDetected 42 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.

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.
We are headquartered in Chicago, Illinois with offices across the U.S. and U.K., and we support clients around the world.

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

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.

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.

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.
But that's not who we are - that's just what we do.
We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.

This listing is sourced directly from Coalfire's careers page and normalized into a canonical job model.