The Role
Lead and scale Coalfire's AWS and Microsoft hyperscaler alliances: define strategy, run co-sell operations, manage partner portals and funding, build marketplace offerings, and drive executive and field alignment to grow cloud ecosystem revenue.
Summary Generated by Built In
About Coalfire
Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Chicago, Illinois with offices across the U.S. and U.K., and we support clients around the world.
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.
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. Concurrently, you will act as an intrapreneur to seed, build, and scale our emerging partnership with Microsoft from the ground up, replicating successful hyperscaler blueprints to unlock new cloud ecosystem revenue.
This role requires a true "full-stack" alliance leader. 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. Your ultimate mission is to position Coalfire as the essential security and compliance "accelerator" for both hyperscalers' sales fields.
Strategic Mandate
- The "Services-to-Consumption" Bridge: Develop and evangelize frameworks demonstrating how Coalfire’s elite services (e.g., FedRAMP, Cloud Engineering, Cyber Risk) act as a catalyst for customers to de-risk migrations and accelerate platform spend on AWS and Azure.
- Programmatic Evolution (AWS): Provide a plan and if approved, lead the critical, complex navigation of Coalfire's AWS partnership from the Public Sector ISV track into the Commercial and Enterprise Systems Integrator (SI) track.
- Ecosystem Building (Microsoft): Establish Coalfire's foundational presence within the Microsoft Partner Network (MPN), defining the initial program track placement, competency roadmap, and joint value proposition.
- Field Alignment & Force Multiplication: Build a "better together" narrative that empowers AWS and Microsoft field sellers to proactively pull Coalfire into large, complex enterprise deals to clear compliance hurdles.
This role is remote with a preference for candidates located in Seattle, WA. Potential for travel up to 15-20% mostly to Seattle area and relevant conferences.
What You'll Do
- Portfolio Management: Own the strategic direction of Coalfire's AWS Advanced tier strategy, managing our active competencies and negotiating future Strategic Collaboration Agreements (SCAs).
- Microsoft Foundation: Stand up the Microsoft alliance strategy, identifying and leading Coalfire’s entry into specialized services programs and security specializations.
- Certified Headcount Tracking: Directly track and coordinate workforce certification planning and gap analysis with service line leaders to ensure compliance with partner tier requirements.
- 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.
- 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.
- 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.
- 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.
Strategic Alliance & Programmatic Positioning
End-to-End Co-Sell Operations & Pipeline Hygiene
Marketplace Strategy & Monetization
Relationship Management & Governance Rhythm
What You'll Bring
- 12–15+ Years in Channel/Alliances: Explicit experience leading alliance strategies and executing operational workflows within a professional services or cybersecurity organization.
- Deep AWS Ecosystem Expertise: At least 3–5 years of direct experience navigating the AWS Partner Network (APN), with a proven track record of managing competency lifecycles, executing ACE pipeline mechanics, and driving co-sell motions.
- No Task Too Small Mindset: A rare blend of strategic acumen and operational discipline; comfortable pivoting from a high-level executive pitch to logging into partner portals to troubleshoot a lead registration or funding milestone.
- The Cloud Economist Mindset: Superior ability to articulate the ROI of security, proving how a Coalfire advisory engagement unlocks massive hyperscaler cloud consumption.
- The "Intrapreneur" Edge: Demonstrated success building structured, revenue-generating business units out of early-stage or ambiguous partnerships.
- Transactional & Marketplace Fluency: Deep understanding of cloud procurement vehicles, listing fee structures, and negotiating Private Offers.
- Security Domain Fluency: Comfort discussing CSPM, Zero Trust, and Compliance Frameworks (FedRAMP, PCI, HITRUST) as they relate to enterprise cloud adoption.
- Business Solution Architecting: Ability to seamlessly map Coalfire’s technical security services into a hyperscaler's platform gaps.
- Synthesizing Complexity: Distilling massive, rapid AWS and Microsoft updates into actionable, bottom-line insights for Coalfire leadership.
- Executive Presence & Political Acumen: Professionalism and gravitas to represent Coalfire at the highest levels of the partner organizations while managing "coopetition" dynamics.
Why You’ll Want to Join Us
At Coalfire, you’ll find the support you need to thrive personally and professionally. In many cases, we provide a flexible work model that empowers you to choose when and where you’ll work most effectively – whether you’re at home or an office.
Regardless of location, you’ll experience a company that prioritizes connection and wellbeing and be part of a team where people care about each other and our communities. You’ll have opportunities to join employee resource groups, participate in in-person and virtual events, and more. And you’ll enjoy competitive perks and benefits to support you and your family, like paid parental leave, flexible time off, certification and training reimbursement, digital mental health and wellbeing support membership, and comprehensive insurance options.
At Coalfire, equal opportunity and pay equity is integral to the way we do business. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. Coalfire is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, its services, programs, and activities. To request reasonable accommodation to participate in the job application or interview process, contact our Human Resources team at [email protected].
Skills Required
- 12-15+ years leading channel/alliance strategy within professional services or cybersecurity
- 3-5+ years direct AWS Partner Network (APN) experience including competency lifecycle and ACE mechanics
- Experience establishing and scaling Microsoft Partner Network (MPN) presence and security specializations
- Operational experience with partner portals: AWS ACE and Microsoft Partner Center and integrating attribution into Salesforce
- Proven track record authoring and managing partner funding and incentive programs (AWS MAP, POA, MDF, Microsoft ECIF)
- Marketplace and procurement experience: AWS Marketplace, Azure Marketplace, structuring Private Offers (CPPO/SPPO)
- Security domain fluency: CSPM, Zero Trust, FedRAMP, PCI, HITRUST
- Demonstrated success building revenue-generating business units or scaling early-stage partnerships (intrapreneurship)
- Executive presence and ability to manage senior stakeholders across partner account managers and leadership
Coalfire Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Coalfire and has not been reviewed or approved by Coalfire.
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Leave & Time Off Breadth — Flexible paid time off and paid parental leave are prominently offered, with remote/WFH support enabling time away when workload allows.
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Healthcare Strength — Comprehensive medical, dental, vision, wellness resources, and an EAP are part of the core package. Carrier coverage and plan options are regularly highlighted across employer materials.
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Retirement Support — A company‑matched 401(k) is included alongside other financial and development perks. This retirement benefit is consistently featured across benefits overviews.
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The Company
What We Do
Coalfire is the cybersecurity advisor that helps private and public sector organizations avert threats, close gaps, and effectively manage risk. By providing independent and tailored advice, assessments, technical testing, and cyber engineering services, we help clients develop scalable programs that improve their security posture, achieve their business objectives, and fuel their continued success. Coalfire has been a cybersecurity thought leader for more than 20 years and has offices throughout the United States and Europe.
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