Strategic Partner Manager, AWS

4 weeks 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.

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