Who you are

• The right candidate for this role is a proactive and strategic thinker who can balance core business development with a variety of partner-focused initiatives
• 3+ years in a sales or alliances role aligned with a major CSP, preferably with experience as a co-sell seller at a SaaS-native partner or a CSP itself
• Proven track record of driving partner-sourced revenue and executing marketplace motions, with a strong emphasis on AWS and GCP
• Strong understanding of AWS’s Generative AI GTM (Bedrock, Q Business) and co-sell mechanics
• Ability to operate in high-velocity, short-cycle environments focused on Commercial, Startup, and Mid-Market segments
• Excellent communication skills with the ability to simplify technical concepts and present a compelling value proposition to partner sellers and customers
• Skilled at navigating a CSP's organizational structure and securing material partner engagement on deals
• Prior employment at AWS or GCP, or a deep field network within these organizations
• Experience selling security or AI governance solutions
• Familiarity with AWS Marketplace operations, EDP drawdown, and CPPO models
• AWS or GCP technical accreditation or certification

What the job involves

• We're looking for a highly motivated, Cloud Service Provider (CSP) expert to lead the rollout and revenue acceleration of a high-velocity Go-to-Market (GTM) play in the Commercial, Startup, and Mid-Market segments
• This is a field-facing, CSP-aligned partner role with a heavy emphasis on AWS and GCP
• You will be the primary liaison with sellers and solution architects at our key cloud partners, co-developing pipeline, driving co-sell opportunities, and executing partner activities that directly lead to customer wins
• Your mission is to make our solution the default Data & AI security offering that partners recommend and attach to their customer engagements
• You will be measured on your ability to influence and source new business, accelerate the deal cycle, and drive partner-generated revenue
• Partner Co-Sell & Field Execution: Act as the primary partner-facing lead for this high-velocity play in North America
• You'll work directly with partner sales teams, including AWS Area Directors, Account Owners, and Specialist Teams (Bedrock, Q Business) and their counterparts at other CSPs, to drive opportunities from identification to close
• Marketplace & Partner-Led Growth: Drive a partner-first engagement motion, ensuring transactions flow through the AWS Marketplace and other relevant CSP marketplaces
• You will coordinate with our internal Partner Operations team to streamline marketplace offers, enabling partner sellers on self-service trial flows and demo assets
• GTM & Enablement: Equip our cloud partners with the knowledge and tools they need to succeed
• You will train partner sellers on our value proposition and arm them with battlecards and sales enablement materials
• You'll also align our GTM strategy with key campaigns and adoption sprints at our top cloud partners, especially AWS and GCP
• Execution Excellence: Operate as a velocity overlay, focused on accelerating short-cycle, high-volume wins
• You will manage a predictable sales motion—from a partner-introduced lead to a closed deal—and track key metrics like POC-to-production conversion rates to identify upsell opportunities
• What Success Looks Like in 12 Months:
• Our solution is the go-to GenAI Security offering for the CSP field, and a key recommendation at other top cloud partners
• Partners are consistently initiating a majority of the opportunities for this play
• Marketplace transactions flow seamlessly, with minimal friction for both partners and customers
• You consistently attain or overachieve partner-sourced revenue targets