Director, Hyperscaler Strategy & Partnerships
Job description
About the role
You will own the end-to-end strategic direction and execution of alliances with two major cloud providers, acting as the primary architect of their security and compliance value propositions within the hyperscaler ecosystem. This position requires you to connect cloud platform capabilities with Coalfire's security and compliance solutions at scale, ensuring that partnership initiatives directly support measurable business outcomes for both clients and the company. You will combine high-level strategic positioning with detailed, hands-on execution across multiple partner ecosystems, translating complex market dynamics into actionable go-to-market strategies. The role demands consistent quota attainment and disciplined deal management, supported by strong listening skills, deep product knowledge, and unwavering follow-through on commitments. You will leverage partner relationship management platforms to drive day-to-day workflows, aligning joint planning, services integration, and sales enablement to maximize mutual success. Energy, preparation, and honest qualification of opportunities will define your daily routine as you navigate long sales cycles and intricate compliance requirements inherent to cloud partnerships. Your work will establish the blueprint for modern alliance strategies that integrate security outcomes with core cloud economics, positioning Coalfire as a trusted advisor in critical hyperscaler environments.
Key facts
Location: USA
Engagement: Remote with travel
Travel may reach 15 to 20 percent, primarily within the Seattle area and at relevant industry conferences.
What you'll do
Develop and own the end-to-end strategy for two major hyperscaler partnerships, aligning security and compliance messaging with each platform's market priorities and growth objectives.
Translate complex cybersecurity and compliance requirements into clear value propositions that directly link to business results for cloud customers and executive stakeholders.
Identify, qualify, and drive the closure of high-impact opportunities within partner ecosystems, applying disciplined deal management and accurate forecasting.
Collaborate with internal product, engineering, and delivery teams to design joint solutions that address specific customer challenges within cloud environments.
Leverage partner relationship management tools to maintain precise records, monitor engagement health, and automate routine workflows for efficiency.
Design and execute joint go-to-market initiatives, including campaigns, events, and content, that amplify Coalfire's visibility within hyperscaler marketplaces and communities.
Coordinate with sales and delivery teams to ensure seamless execution of partner-driven deals, maintaining consistent communication and alignment on timelines and expectations.
Establish and monitor key performance indicators for each partnership, using data to refine strategies, reallocate resources, and prioritize the most profitable opportunities.
Build and maintain strong relationships with hyperscaler alliance leaders, technical contacts, and enablement teams to stay ahead of strategic shifts and new program launches.
Provide input into the development of sales playbooks, training materials, and objection-handling guides tailored to hyperscaler procurement and technical evaluation processes.
Champion Coalfire's value in competitive deal scenarios, articulating how security and compliance capabilities reduce risk and accelerate cloud adoption for clients.
Support the creation of formal alliance reviews and business case documents that justify continued investment in key hyperscaler relationships.
Represent Coalfire in external forums, industry conferences, and partner events, reinforcing the brand's thought leadership in cloud security and compliance.
Continuously monitor the hyperscaler landscape for emerging platform capabilities, pricing changes, and competitive moves that could impact partnership strategies.
Requirements
Candidates must possess a bachelor's degree or equivalent practical experience in a relevant field such as business, marketing, or technology.
You must have a minimum of seven years of cumulative experience in sales, business development, or partnership roles, with a demonstrated history of managing complex deals.
At least five of those years must be spent in direct hyperscaler or enterprise cloud sales environments, working closely with major platform providers and their ecosystem teams.
You must have a proven track record of achieving or exceeding quota targets in at least two separate quota-bearing roles within the past eight years.
Experience owning end-to-end partnership strategies for at least two major cloud platforms is mandatory, with clear examples of measurable impact on revenue and customer outcomes.
You must be fluent in the terminology, pricing models, and technical capabilities of at least two leading hyperscalers, such as AWS and Azure or comparable platforms.
Demonstrated ability to interpret compliance frameworks and security requirements as they apply to cloud workloads and shared responsibility models is required.
You must have hands-on experience with partner relationship management systems, including configuration, reporting, and the integration of partnership data for decision-making.
Strong written and verbal communication skills are required, with the ability to tailor messages for technical audiences, executive sponsors, and procurement stakeholders.
Nice to have
Experience with cybersecurity or compliance-focused service offerings within a cloud or managed services context.
Background in consultative selling methodologies and formal negotiation training.
Familiarity with Coalfire's specific service lines, assessment methodologies, and automation platforms.
Practical notes
Travel may reach 15 to 20 percent, primarily within the Seattle area and at relevant industry conferences.
Typical interview steps
Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.
Good to know
Cybersecurity consulting in hyperscaler environments often involves long sales cycles and complex compliance requirements. Cloud partnerships rely on clear value propositions that tie security outcomes to business results. Familiarity with partner relationship management platforms supports day-to-day workflows. Modern alliance strategies integrate services, sales enablement, and joint planning. Understanding of cloud economics helps prioritize opportunities and resource allocation.
Questions to ask
Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.
Career growth
Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.
About the company
Coalfire is on a mission to make the world a safer place by solving our clients' hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Chicago, Illinois with offices across the United States.