Director, Hyperscaler Strategy & Partnerships at Coalfire

At Coalfire, we are on a mission to make the world a safer place by solving the most complex cybersecurity challenges our clients face. We operate at the cutting edge of technology to advise, assess, and automate, helping organizations navigate the ever-evolving security landscape. While we are headquartered in Chicago with offices across the U.S. and U.K., we support a global client base. We are more than just cybersecurity experts and consultants. We are a team of passionate problem-solvers who are hungry to learn, grow, and make a meaningful impact together.

What you'll be doing

• Strategic Alliance Management: You will serve as the primary owner of our relationships with AWS and Microsoft Azure. You will manage our AWS Advanced tier strategy while simultaneously acting as an intrapreneur to build and scale our Microsoft partnership from the ground up.
• Pipeline and Co-Sell Operations: You will drive revenue by managing the entire lifecycle of partner-sourced and partner-influenced deals. This includes handling deal registration, tracking pipeline health in Salesforce, and securing partner funding such as AWS MAP and Microsoft ECIF to maximize our joint success.
• Marketplace and GTM Execution: You will lead our commercial storefront strategy on both AWS and Azure Marketplaces. You will structure high-value security services as transactable private offers, helping enterprise customers utilize their committed cloud spend while positioning Coalfire as an essential security accelerator.

What you'll bring

• 12 to 15+ years of experience in channel and alliance management, specifically within professional services or the cybersecurity industry.
• 3 to 5 years of direct, hands-on experience navigating the AWS Partner Network, including managing competency lifecycles and ACE pipeline mechanics.
• A strong "intrapreneurial" mindset with a proven ability to build revenue-generating business units from early-stage partnerships.
• Deep fluency in cloud procurement, marketplace listing structures, and the ability to negotiate complex private offers.
• Technical familiarity with security domains like Zero Trust, CSPM, and compliance frameworks such as FedRAMP, PCI, and HITRUST.
• Exceptional executive presence, political acumen, and the ability to synthesize complex partner updates into actionable business insights.
• A "no task too small" attitude, balancing high-level strategy with the tactical discipline required to manage partner portals and troubleshoot registrations.

What you'll get

We believe in supporting your personal and professional growth through a flexible work environment that allows you to choose where you work most effectively. You will also have access to a comprehensive suite of benefits, including:

• Remote and flexible work location options.
• Paid time off.
• Professional development, including a dedicated learning budget and tuition reimbursement.
• Comprehensive medical, dental, and vision insurance.
• Life and disability insurance.
• Maternity and paternity leave.
• Mental wellness budget and support.