Director, Hyperscaler Strategy & Partnerships - AWS & Microsoft

As the Director of Hyperscaler Strategy & Partnerships, you are the chief architect and end-to-end owner of Coalfire’s relationships with AWS and Microsoft Azure. This is a high-impact, dual-mandate alliance leadership role. Your primary focus will be optimizing, protecting, and expanding our robust, mature AWS alliance—driving strategic track repositioning, co-sell mechanics, and pipeline execution. Concurrently, you will act as an intrapreneur to seed, build, and scale our emerging partnership with Microsoft from the ground up, replicating successful hyperscaler blueprints to unlock new cloud ecosystem revenue.

This role requires a true "full-stack" alliance leader. You will own the strategy at the executive level and execute the tactical, operational lifting required to register deals, secure funding, and maintain partner tier health. Your ultimate mission is to position Coalfire as the essential security and compliance "accelerator" for both hyperscalers' sales fields.

Strategic Mandate

• The "Services-to-Consumption" Bridge: Develop and evangelize frameworks demonstrating how Coalfire’s elite services (e.g., FedRAMP, Cloud Engineering, Cyber Risk) act as a catalyst for customers to de-risk migrations and accelerate platform spend on AWS and Azure.
• Programmatic Evolution (AWS):  Provide a plan and if approved, lead the critical, complex navigation of Coalfire's AWS partnership from the Public Sector ISV track into the Commercial and Enterprise Systems Integrator (SI) track.
• Ecosystem Building (Microsoft): Establish Coalfire's foundational presence within the Microsoft Partner Network (MPN), defining the initial program track placement, competency roadmap, and joint value proposition.
• Field Alignment & Force Multiplication: Build a "better together" narrative that empowers AWS and Microsoft field sellers to proactively pull Coalfire into large, complex enterprise deals to clear compliance hurdles.
  
  

Strategic Alliance & Programmatic Positioning

• Portfolio Management: Own the strategic direction of Coalfire's AWS Advanced tier strategy, managing our active competencies and negotiating future Strategic Collaboration Agreements (SCAs).
• Microsoft Foundation: Stand up the Microsoft alliance strategy, identifying and leading Coalfire’s entry into specialized services programs and security specializations.
• Certified Headcount Tracking: Directly track and coordinate workforce certification planning and gap analysis with service line leaders to ensure compliance with partner tier requirements.
  

End-to-End Co-Sell Operations & Pipeline Hygiene

• Pipeline Ownership: Build and execute a rigorous partner-sourced and partner-influenced pipeline engine across Commercial, Enterprise segments focused on healthcare, SaaS/ISV and financial services segments.
• Portal Management: Handle 100% of the operational execution for deal registration, pipeline tracking, and reporting within partner portals (AWS ACE and Microsoft Partner Center), ensuring seamless integration and attribution within Salesforce.
• Incentive & Funding Capture: Author, submit, and manage partner-side funding requests (e.g., AWS MAP, POA, MDF, and Microsoft ECIF & equivalents) to offset client costs and maximize joint wins.
  
  

Marketplace Strategy & Monetization

• Marketplace GTM: Lead Coalfire's commercial storefront strategy across the AWS Marketplace and Azu