About this role.
This Principal Solutions Architect role leads the technical strategy and execution of Tenable's AWS alliance, combining partner engineering, enablement, co-sell support, and marketplace strategy. The position serves as the primary technical liaison to AWS stakeholders while enabling Tenable field teams and developing joint solution architectures. Key deliverables include AWS competency workstreams, technical assets, executive reporting, pipeline hygiene, and support for AI and Amazon Bedrock initiatives. The ideal candidate brings deep AWS expertise, cybersecurity familiarity, strong program management, and executive-level communication skills. This is a high-visibility principal role with broad cross-functional ownership and measurable partner outcomes.
Role DNA
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5/5Salary analysis
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Core skills
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Sample interview questions
I would begin by mapping stakeholders, current AWS competency status, active co-sell opportunities, existing assets, and field capability gaps. I would prioritize a repeatable enablement cadence covering Tenable use cases, joint reference architectures, AWS-native service integrations, and Marketplace motions. I would track attendance, readiness feedback, influenced pipeline, asset adoption, and design wins, then use the results to refine the plan with the Alliance Director.
I would start with the customer's shared-responsibility model, cloud maturity, and exposure-management objectives. Rather than presenting the platforms as replacements, I would explain how a unified exposure-management layer can contextualize and prioritize risk across cloud assets, identities, vulnerabilities, and operational workflows while integrating with AWS security telemetry and controls. The resulting architecture should show clear data flows, ownership boundaries, remediation paths, and measurable risk-reduction outcomes.
I establish a visible operating model with defined owners, milestones, dependencies, decision dates, and escalation paths. I use a single source of truth for competency, enablement, pipeline, Marketplace, and executive-reporting workstreams, then communicate progress and risks in stakeholder-appropriate formats. When conflicts arise, I frame tradeoffs around partner commitments, customer impact, revenue potential, and strategic value to obtain timely decisions.
I would assess the complete opportunity path, from account identification and PRM or ACE tagging through technical validation, private-offer support, and forecast hygiene. I would identify breakdowns in field awareness, architecture readiness, partner registration, or handoffs and create playbooks that make the preferred motion easy to follow. Success metrics would include tagged pipeline, registered opportunities, marketplace-influenced revenue, win rate, and sales-cycle efficiency.
For technical audiences, I would provide a reference architecture covering data handling, model and agent interactions, security controls, observability, integration boundaries, and implementation requirements. For executives, I would focus on the customer problem, differentiated value, risk controls, commercial opportunity, and milestones needed to validate the motion. In both cases, I would avoid unsupported claims and define measurable outcomes for pilots and production adoption.
Who is Tenable?
Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 50 percent of the Global 2000, and large government agencies. Come be part of our journey!
What makes Tenable such a great place to work?
Ask a member of our team and they’ll answer, “Our people!” We work together to build and innovate best-in-class cybersecurity solutions for our customers; all while creating a culture of belonging, respect, and excellence where we can be our best selves. When you’re part of our #OneTenable team, you can expect to partner with some of the most talented and passionate people in the industry, and have the support and resources you need to do work that truly matters. We deliver results that exceed expectations and we win together!
Applicants must be authorized to work for any employer in the U.S. without sponsorship. We are unable to provide sponsorship for work visas of any kind at the time of hire, or at any point during employment. This includes, but is not limited to: F1-OPT, F1-CPT, H-1B, TN, J-1, etc
Your Role:
Tenable is seeking a Principal Solutions Architect to drive the technical depth and strategic impact of our AWS GTM partnership. This is a high-visibility, field-facing role sitting at the intersection of partner engineering (co-build), co-sell execution, and AWS ecosystem strategy. You will be the primary technical voice for the AWS alliance — enabling Tenable field SEs and AWS SA’s globally, advancing joint go-to-market motions with AWS, and shaping how Tenable’s exposure management platform is positioned alongside AWS-native services and marketplaces.
This is a backfill of an established Principal-level seat with deep internal and external stakeholder relationships already in place. The right candidate will be technically rigorous, comfortable operating at an executive level, executing against key goals and KPIs and energized by the complexity of partner-led sales motions.
Your Opportunity:
- Serve as Tenable’s primary technical liaison to AWS — building and maintaining relationships with AWS Partner SAs, Technical Account Managers, and the Amazon Bedrock team.
- Own and lead the AWS technical enablement plan — Be the “connective tissue” evangelizing, designing and delivering structured enablement programs for Tenable field SEs (TFCs) and AWS customer-facing SAs, ensuring both sides of the co-sell motion are technically aligned on Tenable solutions and joint architectures.
- Drive AWS competency application workstreams, including design wins, technical validation, documentation, and cross-functional coordination.
- Apply strong program management discipline across all partnership workstreams — owning milestones, owners, and deliverables for enablement programs, competency applications, co-sell pipeline, and executive reporting cycles.
- Support and advance the AWS Marketplace and co-sell motion — including Salesforce-tracked pipeline, PRM tagging, and opportunity hygiene with field co-sell teams.
- Contribute to the strategic narrative around Tenable and AWS AI/agentic architectures, including integrations with Amazon Bedrock and agentic frameworks.
- Produce executive-facing reporting and synthesize partnership activity across Zoom transcripts, meeting notes, Slack, and CRM data.
- Collaborate with field marketing on AWS-focused demand generation, EBC planning, and joint event participation.
- Develop and maintain technical assets: architecture diagrams, integration guides, demo environments, and partner-facing solution briefs.
- Support VP-level escalations and executive briefings when partner commitments or timelines are at risk.
- Drive AWS Marketplace technical strategy and tactics, such as PRM, ties to ACE and developing AI co-sell.
Success in the First 90 Days
- 30 days: Has established working relationships with the Tenable Alliance Director, key AWS Partner SAs and internal co-sell and SE stakeholders; has a clear view of the current competency application status and active co-sell pipeline.
- 60 days: Is delivering enablement sessions to field SE teams and contributing to executive-facing reporting cycles independently.
- 90 days: Has a credible point of view on gaps in the current partner motion and a prioritized plan for closing them — including AWS Marketplace coverage, SA enablement pipeline, and technical asset gaps.
- Develop, shape and approve 90 day plan along with the Technical Alliance Director, through end of year.
What You’ll Need:
- 7+ years of experience in Solutions Architecture, Partner Engineering, or Technical Alliances — with at least 3 years in a cloud or SaaS context.
- Deep, demonstrable AWS expertise across compute, networking, identity, security services, and marketplace mechanics. AWS Solutions Architect Associate or Professional certification strongly preferred.
- Experience working within or alongside a cloud provider’s partner ecosystem (AWS, Azure, or GCP) — including co-sell motions, competency programs, or marketplace integrations.
- Strong project management skills — demonstrated ability to run multiple concurrent workstreams with clear milestone tracking, stakeholder accountability, and on-time delivery across cross-functional teams.
- Strong communicator capable of tailoring technical depth to field SE audiences, AWS partner contacts, and VP/C-suite stakeholders alike.
- Comfortable leveraging AI tools (e.g. generative AI assistants, AI-powered research and productivity tools) to accelerate work across enablement, documentation, and reporting.
- Familiarity with CRM/Salesforce pipeline workflows and partner relationship management tooling.
And Ideally:
- Experience with agentic AI architectures, LLM integrations, or Amazon Bedrock — either technically or as a go-to-market motion.
- Background in cybersecurity — particularly vulnerability management, cloud security posture, or exposure management.
- Familiarity with Tenable products (Tenable One, Tenable.io, Nessus) or competitive landscape.
- Prior experience building or maintaining AWS Competency applications and achieving joint design wins.
#LI-MS1
#LI-Hybrid
This is the base pay range for this position. Compensation for the role will depend on a number of factors, including the candidate’s qualifications, skills, competencies, location and experience, and may fall outside of the range shown. Employees are also eligible for variable compensation in addition to base pay (commission for sales roles, bonus for non-sales roles), depending on company and individual performance. Tenable also offers a variety of comprehensive and competitive benefits which include: medical, dental, vision, disability and life insurance; 401(k) retirement savings with company match; an employee stock purchase plan; an employee referral program; flexible spending accounts; an Employee Assistance Program (EAP); education assistance; parental leave; paid time off (PTO); company-paid holidays; health and wellness events; and community programs.
US Pay Range
$175,000—$233,666.67 USD
We’re committed to promoting Equal Employment Opportunity (EEO) at Tenable – through all equal employment opportunity laws and regulations at the international, federal, state and local levels. If you need a reasonable accommodation due to a disability during the application or recruiting process, please contact Recruiting@Tenable.com for further assistance.
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