Director, Hyperscaler Strategy & Partnerships - AWS & Microsoft
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Hyperscaler Strategy & Partnerships - AWS & Microsoft based in United States.
This is a high-impact alliance leadership role at the intersection of cybersecurity, cloud ecosystems, and strategic partnerships with global hyperscalers. You will own and evolve relationships with two of the most influential cloud providers, shaping how security and compliance services accelerate cloud adoption and enterprise transformation. The role blends executive-level strategy with hands-on operational execution, from deal registration and funding mechanisms to co-sell pipeline development. You will be responsible for expanding an established AWS partnership while simultaneously building and scaling a Microsoft alliance from the ground up. This position requires a leader who can translate complex security capabilities into compelling cloud value propositions that drive revenue and consumption. You will operate across internal teams and external field organizations to strengthen joint go-to-market execution. This is a deeply cross-functional, entrepreneurial role with significant influence on global cloud partnership strategy.
Accountabilities
You will own the strategy, execution, and growth of hyperscaler partnerships across AWS and Microsoft, ensuring strong pipeline development, operational excellence, and ecosystem alignment.
- Lead end-to-end alliance strategy for AWS and Microsoft, including program positioning, co-sell motion development, and partner engagement.
- Manage and expand AWS partnership maturity, including competency alignment, strategic collaboration agreements, and track optimization.
- Build and operationalize the Microsoft partnership from the ground up, including initial program entry and long-term roadmap development.
- Drive co-sell pipeline generation, deal registration, and partner-influenced revenue across enterprise and commercial segments.
- Oversee partner portals and operational workflows (AWS ACE, Microsoft Partner Center), ensuring accurate pipeline tracking and attribution.
- Secure and manage partner funding mechanisms (e.g., MDF, MAP, ECIF) to support joint sales and customer success initiatives.
- Develop and execute marketplace strategies across AWS Marketplace and Azure Marketplace, including private offers and transactable services.
- Build strong relationships with field teams, partner managers, and executives to drive joint execution and alignment.
- Produce governance reporting, dashboards, and QBRs to track performance, pipeline velocity, and partnership impact.
- 12–15+ years of experience in alliances, channel partnerships, or ecosystem strategy within technology, cybersecurity, or professional services organizations.
- 3–5+ years of hands-on experience within the AWS Partner Network (APN), including co-sell motions, competency management, and pipeline execution.
- Strong understanding of Microsoft Partner Network (MPN) structures and cloud partner ecosystems.
- Proven ability to manage both strategic executive relationships and detailed operational execution (deal registration, funding, portal management).
- Deep familiarity with cloud go-to-market models, marketplace ecosystems, and private offer structures.
- Strong understanding of cybersecurity and cloud adoption concepts such as Zero Trust, CSPM, and compliance frameworks (e.g., FedRAMP, PCI, HITRUST).
- Demonstrated ability to translate technical services into clear business and revenue outcomes for hyperscaler partners.
- Excellent executive presence with strong communication, negotiation, and stakeholder management skills.
- Proven success building or scaling new partnership-driven revenue streams in ambiguous or early-stage environments.
- Ability to synthesize complex ecosystem changes into actionable strategic guidance.
- Competitive salary range: $114,000 – $198,000 annually
- Eligibility for annual incentive, commission, and recognition programs
- Remote-first flexibility within the United States
- Flexible work model supporting work-life balance and autonomy
- Comprehensive health, dental, and vision insurance options
- Paid parental leave and generous PTO policies
- Certification, training, and professional development reimbursement
- Digital mental health and wellbeing support programs
- Opportunity to lead strategic hyperscaler partnerships at global scale
- Inclusive culture with employee resource groups and engagement initiatives
Requirements
This role requires deep hyperscaler partnership experience combined with strong operational discipline, strategic thinking, and cloud ecosystem expertise.