Director of Hyperscaler Strategy

Job Summary

As the Director of Hyperscaler Strategy, the full-time remote leader will manage relationships with AWS and Microsoft Azure, focusing on optimizing and expanding partnerships, driving strategic initiatives, and executing co-sell operations to position the company as a key security and compliance partner in the cloud ecosystem.

Key responsibilities

• Own the strategic direction of Coalfire's AWS partnership and manage competencies while establishing the Microsoft alliance strategy
• Build and execute a partner-sourced pipeline across various segments, ensuring operational execution for deal registration and pipeline tracking
• Lead the commercial storefront strategy across AWS and Azure marketplaces, optimizing service listings and managing private offers

Required qualifications

• 12-15+ years of experience in channel/alliance management within a professional services or cybersecurity organization
• 3-5 years of direct experience with the AWS Partner Network, including managing competency lifecycles and co-sell motions
• Demonstrated ability to build revenue-generating business units from early-stage partnerships
• Deep understanding of cloud procurement vehicles and marketplace dynamics
• Familiarity with security frameworks such as FedRAMP, PCI, and HITRUST in relation to cloud adoption