Channel Sales & Hyperscaler Partnerships Manager

PlainID is seeking a visionary Channel Sales & Hyperscaler Partnerships Manager In this high-impact leadership role, you will be responsible for driving exponential revenue growth and market share through strategic Hyperscaler marketplaces and a premier tiered VAR ecosystem.

As the primary architect of our cloud partnership strategy, you will orchestrate sophisticated "sell-with" and "sell-through" motions between our strategic cloud partners (AWS, Azure, GCP) and our global VAR network. You will own the Marketplace GTM strategy, optimizing cloud-consumption-based selling and scaling a high-velocity partner program globally.

The Impact You’ll Make

Strategic Alliances & Executive Sales

• Marketplace Leadership: Architect and execute a comprehensive roadmap for Hyperscaler engagement, maximizing our presence within AWS, GCP, and Azure marketplaces.
• Ecosystem Evolution: Lead a world-class VAR partner program, establishing high-performance tiered structures that ensure deep market penetration and partner loyalty.
• Revenue Acceleration: Drive sustainable growth by aligning partner-led motions with customer cloud-spending commitments and strategic marketplace incentives.
• Integrated GTM: Partner with Marketing and Sales to develop joint go-to-market initiatives, positioning PlainID as the preferred runtime authorization solution within partner catalogs.
• Scalable Enablement: Collaborate with Solution Architecture to build robust enablement programs that empower VARs to effectively demo and deploy PlainID solutions.

Requirements

What You Bring to the Table

• Expert Leadership: 8+ years of leadership in Cybersecurity Channel Sales, with a proven history of scaling Hyperscaler and VAR/Distributor alliances.
• Cloud Proficiency: Deep technical and business expertise in AWS, Azure, and GCP marketplaces, including private offers and co-sell orchestration.
• Strategic Influence: Exceptional executive presence with the ability to negotiate and present complex strategies to C-level stakeholders within the partner community.
• IAM Domain Mastery: Extensive knowledge of the Identity and Access Management landscape, specifically Authorization standards (OAuth, OPA, PBAC).
• Financial Acumen: Experience developing sophisticated partnership models, including revenue-share structures and co-investment funding for joint events.

The "Extra Mile":

• Deep existing network within top-tier VARs and Hyperscaler partner teams.
• A background in Technical Product Management or Solution Architecture.

About PlainID

PlainID is a category leader in authorization, building the future of Agentic AI access management. We solve the critical identity security challenges that keep Fortune 500 CISOs up at night, empowering global enterprises to adopt AI with confidence.

But our technology is only half the story. The other half is our people. We go beyond expectations, take ownership of our work, set a high bar for excellence, look out for one another, and have plenty of fun along the way. Here, your ideas, perspective, and contributions truly matter.

Join us to help shape a high-demand cybersecurity product, tackle meaningful challenges alongside some of the best in the industry, and be part of a supportive culture that values collaboration, initiative, and a flexible hybrid work model.