Principal Solutions Architect (AWS Technical Alliances)

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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.

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