About this role.
Keyfactor seeks a senior individual contributor to lead cloud and ISV alliance strategy, marketplace execution, and co-sell programs across AWS, Microsoft Azure, and selected enterprise ISV partners. The role is accountable for creating qualified pipeline, marketplace bookings, sales velocity, partner enablement, and measurable alliance performance. It requires deep experience with cloud marketplaces, private offers, account mapping, partner funding, and complex cross-functional commercial transactions. The successful candidate will work independently with Sales, Channel, Marketing, Finance, Legal, Operations, Deal Desk, and external partner stakeholders. This is a US-remote, full-time channel business-development role with 20–40% travel.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would begin by segmenting the addressable customer base, identifying priority cloud partners and procurement use cases, then defining a repeatable qualification and deal-support process. I would measure sourced and influenced pipeline, marketplace bookings, win rate, sales-cycle duration, partner engagement, funding utilization, and return on investment, using the findings to refine enablement and account targeting.
I would establish a clear transaction plan covering opportunity qualification, commercial structure, partner economics, pricing approvals, legal terms, billing requirements, customer acceptance, and target close date. I would assign accountable owners, maintain a shared milestone tracker, surface blockers early, and keep the account team and partner contacts aligned through regular updates.
I focus on creating a clear mutual value proposition tied to the partner's customer priorities, cloud-consumption goals, and strategic initiatives. I use account mapping and joint account plans to identify specific opportunities, equip sellers with concise positioning and proof points, and consistently follow through on referrals, pipeline updates, and shared field activities.
The playbook would include marketplace qualification criteria, use cases, customer procurement messaging, co-sell registration guidance, private-offer workflows, approval paths, partner funding options, sales plays, objection handling, stakeholder roles, and KPI definitions. It should be practical for sellers and channel partners, with templates and escalation routes for complex transactions.
I would analyze conversion by stage, partner, segment, transaction type, and reason for loss to isolate whether the issue is qualification, customer procurement, pricing, partner engagement, legal review, or seller execution. Based on the findings, I would tighten qualification, add targeted deal-desk support, improve field enablement, and create focused partner-account interventions for stalled high-value opportunities.
About Keyfactor
Our mission is to securely connect the world: humans, machines, and AI. Keyfactor is the leader in trust infrastructure for AI and machines, helping the world’s largest enterprises and government agencies take control of the cryptographic identities that safeguard every digital interaction. Behind the platform is a global team of people who care deeply about the work and each other. We move fast, think big, and show up for one another every day. If you’re looking for work that matters and a team that brings out your best, we hope you’ll trust your future with Keyfactor!
Title: Cloud & ISV Alliances and Marketplaces Lead
Location: United States; Remote
Experience: Senior Level
Job Function: Channel
Employment Type: Full-Time
Travel: 20-40%
Industry: Computer and Network Security
About the position
The Cloud & ISV Alliances and Marketplaces Lead is a senior individual contributor responsible for developing and executing Keyfactor’s marketplace and strategic alliance growth strategy across Amazon Web Services, Microsoft Azure, and selected enterprise ISV ecosystems.
This role owns specialized marketplace and co-sell initiatives that generate qualified pipeline, marketplace bookings, new customer opportunities, and improved sales velocity. The role works independently and across Keyfactor Sales, Channel, Marketing, Finance, Legal, Operations, Deal Desk, and partner organizations to identify opportunities, remove marketplace barriers, and enable successful transactions.
The role also serves as an internal subject-matter expert for cloud marketplaces, co-sell programs, private offers, marketplace funding, and emerging ISV marketplace opportunities.
Applicants must be legally authorized to work in the United States.
Responsibilities
- Develop and execute Keyfactor’s marketplace growth strategy across AWS Marketplace, Microsoft commercial marketplace, and selected strategic ISV ecosystems.
- Establish measurable business plans and objectives for marketplace revenue, pipeline creation, co-sell activity, partner enablement, funding opportunities, campaigns, and strategic events.
- Build and maintain influential relationships across AWS, Microsoft, and selected ISV sales, marketplace, alliance, marketing, channel, and executive organizations.
- Drive Keyfactor’s attainment and maintenance of relevant hyperscaler partner programs, marketplace capabilities, and designations in collaboration with applicable internal teams.
- Partner with Keyfactor sales leaders and account executives to identify marketplace opportunities across new customers, existing customers, renewals, and expansion opportunities.
- Lead account mapping, co-sell activity, field engagement, and joint go-to-market execution across Keyfactor, hyperscaler teams, ISV partners, Channel Account Managers, and Strategic Partners.
- Identify applicable committed cloud-spend programs, marketplace procurement options, partner funding, incentives, account intelligence, and other mechanisms that can improve sales velocity and win probability.
- Coordinate private offers and marketplace transactions across Sales, Channel, Finance, Legal, Operations, and Deal Desk, ensuring applicable pricing, partner economics, terms, billing requirements, and customer acceptance are addressed through established approval processes.
- Develop scalable marketplace playbooks, qualification guidance, seller enablement, engagement processes, and deal-support resources that allow Keyfactor teams and Strategic Partners to execute marketplace motions consistently.
- Serve as Keyfactor’s subject-matter expert and escalation point for cloud co-sell, marketplace funding, private offers, partner-led marketplace transactions, and selected ISV marketplace opportunities.
- Maintain accurate marketplace pipeline, forecast, alliance influence, transaction, and program-performance data within Salesforce and applicable partner platforms.
- Measure marketplace revenue, pipeline health, co-sell performance, program utilization, partner readiness, and return on investment, and recommend actions to improve marketplace effectiveness.
Minimum Education
Bachelor’s degree or equivalent professional experience.
Minimum Knowledge & Job Experience
- Eight or more years of relevant experience in strategic alliances, cloud partnerships, marketplace sales, business development, channel sales, or enterprise software sales.
- Demonstrated experience developing go-to-market relationships with major cloud providers and/or enterprise technology partners.
- Direct experience supporting cloud marketplace, co-sell, private-offer, or partner-led transaction models.
- Experience developing joint go-to-market motions through account mapping, field enablement, referrals, co-marketing, and marketplace pipeline development.
- Experience within enterprise software, SaaS, cybersecurity, or a related technology environment preferred.
- Familiarity with cybersecurity, cloud security, digital trust, machine identity security, PKI, or cryptographic technologies preferred.
Minimum Skill
- Advanced knowledge of strategic alliances, cloud marketplaces, co-sell motions, and partner ecosystem development.
- Strong commercial and business-development skills with the ability to translate partner relationships into measurable pipeline and revenue outcomes.
- Strong analytical skills and ability to assess pipeline, marketplace performance, partner programs, and return on investment.
- Strong written and verbal communication skills, including the ability to communicate effectively with senior internal and external stakeholders.
- Demonstrated ability to influence decisions and drive execution across teams without direct reporting authority.
- Strong project and opportunity-management skills within complex, cross-functional environments.
Minimum Abilities
- Independently prioritize and execute specialized marketplace and alliance initiatives within broadly defined business objectives.
- Navigate complex partner ecosystems and identify appropriate courses of action to achieve business outcomes.
- Build credibility and productive relationships with senior partner, customer, sales, and internal stakeholders.
- Coordinate multiple internal and external parties through complex marketplace and commercial transactions.
- Operate effectively in a high-growth, continually changing environment while maintaining focus on measurable business outcomes.
- Serve as a trusted internal advisor within the role’s area of specialization.
Compensation
Salary will be commensurate with experience.
Culture, Career Opportunities and Benefits
We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.
Here are just some of the initiatives that make our culture special:
- Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule). Please note that this benefit is subject to change.
- Comprehensive benefit coverage globally.
- Paid Parental Leave is available to new parents. Structure varies based on regional/government requirements. In regions where government-paid leave doesn’t exist, like in the U.S., the company offers generous paid parental leave, along with comprehensive adoption and fertility support.
- Competitive time off globally.
- Dedicated employee-focused ambassadors via Key Contributors & Culture Committees.
- DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology.
- The Keyfactor Alliance Program to support DEIB efforts.
- Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays.
- Global Volunteer Day, company non-profit matching, and 3 volunteer days off.
- Monthly Talent development and Cross Functional meetings to support professional development.
- Regular All Hands meetings – followed by group gatherings.
Our Core Values
Our core values are extremely important to how we run our business and what we look for in every team member:
Trust is paramount.
We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.
Customers are core.
We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.
Innovation never stops, it only accelerates.
The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.
We deliver with agility.
We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.
United by respect.
Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.
Teams make “it” happen.
Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.
Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.
REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
Upload your resume now
- To unlock remote work opportunities and be discovered by global employers.
This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content.
