Strategic Partner Manager, AWS

6 hours ago

San Francisco, California, United States HackerOne Full time
Job Summary

HackerOne is seeking a highly skilled Strategic Partner Manager, AWS to lead and drive our partnership with AWS Marketplace. As the primary manager of the AWS Marketplace program, you will work cross-functionally with internal teams to align processes and enablement programs, while also collaborating directly with AWS sellers to strengthen the partnership.

This role is an equal blend of sales and program development, requiring a strong sales background and experience in building an AWS ISV Program. You will play a pivotal part in shaping and executing a comprehensive alliance strategy aimed at fostering strong relationships with key stakeholders and driving revenue growth through joint sales and marketing initiatives.

Key Responsibilities

  • Design and implement a comprehensive strategy to maximize the partnership with AWS Marketplace, ensuring it aligns with HackerOne's broader objectives.
  • Build and maintain robust relationships with key stakeholders at AWS, ensuring goal alignment and the achievement of revenue growth targets.
  • Lead joint marketing and sales initiatives with AWS, increasing brand awareness and generating new business opportunities.
  • Support and manage AWS Marketplace listings to maximize customer engagement and transaction volume.
  • Drive joint co-selling efforts between HackerOne and AWS sales teams within key accounts, ensuring effective collaboration and successful outcomes.
  • Provide strategic guidance and support to the sales team to build and strengthen relationships with AWS field and partnerships teams.
  • Work closely with the renewals team to ensure account alignment, secure on-time renewals, and identify upsell opportunities.
  • Partner with sales operations to identify and implement process improvements for AWS Marketplace transactions.
  • Actively participate in in-person meetings and events with AWS sales teams and attend AWS events to ensure alignment and shared success.
  • Collaborate with internal teams to identify and qualify potential business opportunities within the AWS ecosystem.
Requirements
  • 5+ years of experience in managing strategic partnerships with cloud providers, ISVs, or within a similar ecosystem.
  • Been part of a team or directly managed AWS marketplace programs.
  • Must have experience in the security industry.
  • Experience working at an Independent Software Vendor (ISV) similar to HackerOne, with a strong understanding of sales processes and programs.
  • Experience in a growing startup or mid-sized company, with the ability to adapt and wear multiple hats in a dynamic environment.
  • Strong understanding of the cloud provider's ecosystem, including tools like Tackle.io, and various services and solutions.
  • Demonstrated ability to identify and pursue business opportunities that result in significant revenue growth.
  • Proven track record of driving incremental revenue through effective collaboration with partners.
  • Exceptional communication and interpersonal skills, capable of influencing and managing key stakeholders.
  • Superior organizational abilities, with the capacity to manage multiple projects and priorities concurrently.

  • Partner Sales Manager for Startups

    4 days ago

    San Francisco, California, United States AmazonWebServices Full time

    About the RoleWe are seeking a highly motivated and experienced Partner Sales Manager to join our team in North America. As a key member of our sales organization, you will be responsible for driving revenue growth and market share in a defined territory or industry vertical with multiple account teams and partners.You will establish and maintain C-level,...

  • AWS Enterprise Account Manager

    3 days ago

    San Francisco, California, United States Amazon Full time

    Job DescriptionAs an Enterprise Greenfield Account Manager at Amazon Web Services, you will be responsible for driving revenue, adoption, and market saturation in our largest customers. Your primary focus will be on growing accounts with minimal AWS adoption, who have large spend potential.About the RoleThis is a critical position that requires a strong...

  • AWS Alliance Manager

    2 weeks ago

    San Jose, California, United States Nutanix Full time

    About the RoleWe are seeking a highly skilled and experienced AWS Alliance Manager to join our Cloud Business Development & Alliances team at Nutanix. As a key member of our team, you will be responsible for building and fostering our strategic partnership with AWS, driving win-win-win outcomes for our customers, Nutanix, and AWS.Key ResponsibilitiesDevelop...

  • Senior Partner Sales Manager

    3 weeks ago

    San Francisco, California, United States Circle Internet Services Full time

    Job Title: Senior Partner Sales ManagerCircleCI is seeking a highly skilled Senior Partner Sales Manager to lead our efforts in expanding our channel sales with AWS' go-to-market teams.Key Responsibilities:Develop and execute strategies to grow CircleCI revenue through AWS, achieving quarterly metrics and sales targets.Establish and maintain strong...

  • AWS Alliance Manager

    4 weeks ago

    San Jose, California, United States Nutanix Full time

    About the JobWe are seeking an experienced professional to join our Cloud Business Development & Alliances team as an Alliance Manager for AWS. This role will be responsible for building and fostering our strategic partnership with AWS, driving business growth and innovation.Key ResponsibilitiesDevelop and maintain strong relationships with AWS stakeholders...

  • Enterprise Account Manager

    1 day ago

    San Francisco, California, United States Amazon Full time

    Job DescriptionAs an Enterprise Account Manager for Amazon Web Services (AWS), you will play a critical role in driving revenue, adoption, and market penetration in enterprise accounts. You will be responsible for developing and executing a comprehensive account/territory plan, creating and articulating compelling value propositions around AWS services, and...

  • Strategic Partner

    2 weeks ago

    San Francisco, California, United States Gartner Full time

    About GartnerGartner is a leading research and advisory company that helps enterprise leaders make informed decisions about technology and business strategy. Our mission is to deliver actionable, objective insight to our clients, enabling them to succeed in a rapidly changing world.Job SummaryWe are seeking a highly experienced Managing Partner to join our...

  • Senior Leader, Customer Solutions, AWS Strategic Accounts, Cloud Transformation Expert

    2 months ago

    San Francisco, California, United States Amazon Full time

    Job DescriptionJob Title: Senior Leader, Customer Solutions, AWS Strategic Accounts, Cloud Transformation ExpertJob Summary: Amazon is seeking a highly experienced Senior Leader, Customer Solutions, AWS Strategic Accounts, Cloud Transformation Expert to lead our customer solutions team in delivering exceptional customer experiences and driving business...

  • AWS Business Development Representative

    3 weeks ago

    San Francisco, California, United States Amplitude Full time

    About the RoleAmplitude is seeking an AWS Business Development Representative to help build our sales pipeline with AWS. In this role, you will collaborate closely with the AWS Alliance and Partner Sales teams, representing Amplitude in early sales conversations with AWS.Key ResponsibilitiesDrive lead generation (qualified sales opportunities) with AWS and...

  • Cloud Computing Partner Marketing Manager

    22 hours ago

    San Francisco, California, United States Amazon Full time

    About the RoleAmazon Web Services (AWS) is seeking a highly skilled and self-directed Partner Marketing Manager to drive customer adoption of our Cloud Computing platform through our partner community in the ISV Security & Observability segment.Key ResponsibilitiesDevelop and deliver partner marketing programs and campaigns to enable partners to acquire new...

  • Partner Solutions Architect

    4 days ago

    San Francisco, California, United States CircleCI Full time

    Job Title: Partner Solutions ArchitectJoin CircleCI as a Partner Solutions Architect and play a key role in shaping the company's strategic partnerships. As a technical lead, you will work closely with CircleCI's internal teams, customers, and strategic partners to drive business growth and innovation.Key Responsibilities:Develop and execute technical...

  • Strategic Account Manager, Cloud Partnerships

    1 month ago

    San Francisco, California, United States Amazon Full time

    About the RoleWe are seeking an experienced Sr. Account Manager to join our team at Amazon, focusing on building and maintaining strategic relationships with our top ISV (Independent Software Vendor) partners.Key ResponsibilitiesDevelop and execute a long-term strategy to grow our ISV business, collaborating with cross-functional teams to drive revenue...

  • AWS Serverless Specialist

    4 weeks ago

    San Francisco, California, United States Amazon Web Services, Inc. - A97 Full time

    Unlock Your Potential as a Business Development SpecialistAre you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, Serverless background in the Startup space, and technical sales skills necessary to help position AWS as the cloud provider of choice for customers? Do you love...

  • Senior Business Development Manager, AWS Containers

    2 months ago

    San Francisco, California, United States Amazon Web Services, Inc. - A97 Full time

    About the RoleWe are seeking a highly skilled Technical Business Development Manager to join our Worldwide Specialist Organization (WWSO) Startup team at Amazon Web Services, Inc. - A97. As a key member of our team, you will be responsible for helping Startups scale quickly and cost-effectively on AWS, with a focus on Amazon's Container services.Key...

  • AWS Cloud Specialist

    14 hours ago

    San Francisco, California, United States Amazon Web Services, Inc. - A97 Full time

    Unlock the Power of AWS for StartupsAs a Business Development Specialist on the Worldwide Specialist Organization (WWSO) Startup team, you will be at the forefront of helping startups scale quickly and cost-effectively on AWS. With a focus on Amazon's Container services, you will work closely with startup executives and developers to ease adoption, develop...

  • Strategic Account Executive

    2 months ago

    San Francisco, California, United States Amazon Full time

    About the RoleWe are seeking a highly skilled Enterprise Sales Manager to join our team at Amazon. As an Enterprise Sales Manager, you will be responsible for driving revenue and market share in a defined territory or industry vertical.Key ResponsibilitiesDevelop and execute a comprehensive account/territory plan to drive revenue growth and market...

  • Strategic Partnership Development Manager

    1 day ago

    San Francisco, California, United States Lightbend Full time

    Job OverviewLightbend is a leader in the software industry, providing cutting-edge Platform-as-a-Service (PaaS) solutions that help companies drive digital transformation. We are passionate about empowering businesses with real-time data processing and innovative cloud-native architecture. As we continue to expand, we are looking for a talented and motivated...

  • Strategic Operations Partner

    4 days ago

    San Francisco, California, United States Bloom Talent Full time

    Chief of Staff Opportunity at a Female-Founded Healthcare StartupBloom Talent is seeking a highly skilled and strategic Chief of Staff to join our mission-driven healthcare startup. As a key member of our team, you will play a vital role in driving our company's goals and initiatives during this critical growth stage.Key Responsibilities:Drive organizational...

  • AWS Business Development Specialist

    1 month ago

    San Francisco, California, United States Amazon Web Services, Inc. - A97 Full time

    Unlock Your Potential as a Business Development SpecialistAre you a customer-obsessed builder with a passion for helping customers achieve their full potential? Do you have the business savvy, Containers background in the Startup space, and technical sales skills necessary to help position AWS as the cloud provider of choice for customers? Do you love...

  • Strategic Account Representative

    4 weeks ago

    San Francisco, California, United States Amazon Full time

    About the RoleWe are seeking an accomplished sales professional to join our team as a Strategic Account Representative. As a key member of our team, you will be responsible for delivering business outcomes for our largest and most complex customers.Key ResponsibilitiesAchieve role targets and account quota while demonstrating Amazon Leadership...