Position Overview
We’re looking for a highly motivated, Cloud Service Provider (CSP) expert to lead the rollout and revenue acceleration of a high-velocity Go-to-Market (GTM) play in the Commercial, Startup, and Mid-Market segments. This is a field-facing, CSP-aligned partner role with a heavy emphasis on AWS and GCP. You will be the primary liaison with sellers and solution architects at our key cloud partners, co-developing pipeline, driving co-sell opportunities, and executing partner activities that directly lead to customer wins.
Your mission is to make our solution the default Data & AI security offering that partners recommend and attach to their customer engagements. You will be measured on your ability to influence and source new business, accelerate the deal cycle, and drive partner-generated revenue. The right candidate for this role is a proactive and strategic thinker who can balance core business development with a variety of partner-focused initiatives.
Core Responsibilities
Partner Co-Sell & Field Execution: Act as the primary partner-facing lead for this high-velocity play in North America. You’ll work directly with partner sales teams, including AWS Area Directors, Account Owners, and Specialist Teams (Bedrock, Q Business) and their counterparts at other CSPs, to drive opportunities from identification to close.
Marketplace & Partner-Led Growth: Drive a partner-first engagement motion, ensuring transactions flow through the AWS Marketplace and other relevant CSP marketplaces. You will coordinate with our internal Partner Operations team to streamline marketplace offers, enabling partner sellers on self-service trial flows and demo assets.
GTM & Enablement: Equip our cloud partners with the knowledge and tools they need to succeed. You will train partner sellers on our value proposition and arm them with battlecards and sales enablement materials. You’ll also align our GTM strategy with key campaigns and adoption sprints at our top cloud partners, especially AWS and GCP.
Execution Excellence: Operate as a velocity overlay, focused on accelerating short-cycle, high-volume wins. You will manage a predictable sales motion—from a partner-introduced lead to a closed deal—and track key metrics like POC-to-production conversion rates to identify upsell opportunities.
Required Skills & Experience
3+ years in a sales or alliances role aligned with a major CSP, preferably with experience as a co-sell seller at a SaaS-native partner or a CSP itself.
Proven track record of driving partner-sourced revenue and executing marketplace motions, with a strong emphasis on AWS and GCP.
Strong understanding of AWS’s Generative AI GTM (Bedrock, Q Business) and co-sell mechanics.
Ability to operate in high-velocity, short-cycle environments focused on Commercial, Startup, and Mid-Market segments.
Excellent communication skills with the ability to simplify technical concepts and present a compelling value proposition to partner sellers and customers.
Skilled at navigating a CSP’s organizational structure and securing material partner engagement on deals.
Preferred Qualifications
Prior employment at AWS or GCP, or a deep field network within these organizations.
Experience selling security or AI governance solutions.
Familiarity with AWS Marketplace operations, EDP drawdown, and CPPO models.
AWS or GCP technical accreditation or certification.
What Success Looks Like in 12 Months
Our solution is the go-to GenAI Security offering for the CSP field, and a key recommendation at other top cloud partners.
Partners are consistently initiating a majority of the opportunities for this play.
Marketplace transactions flow seamlessly, with minimal friction for both partners and customers.
You consistently attain or overachieve partner-sourced revenue targets.
Salary range 200k-275k OTE
Equity Details – eligible for stock options
Benefits – healthcare, PTO
Location info (remote)
(1) We are an Equal Opportunity/Affirmative Action employer. All qualified applicants, upon confirmation, will receive fair consideration for employment without regard to race, color, religion, sex (including sexual orientation and gender identity), national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, local or country law.(2) By submitting your profile for evaluation for this job offering, you are agreeing to the collection and processing of your personal data. Personal data submitted by job applicants will be strictly used for recruitment-related purposes, including evaluating applications, shortlisting and selecting candidates who meet our merit criteria and standards and for communicating with you. Your personal data may also be shared with third parties and partners for this purpose. Your personal data will be retained by us and may be used to contact/communicate with you in the future or to meet legal and regulatory requirements. Provided data will be protected through technical and organizational security measures to prevent unauthorized access, accidental or deliberate manipulation, destruction or disclosure. For more details on our data practices and your rights, please see our Privacy Policy.
