Senior Manager, Hyperscalers & ISV Marketplaces

Title: Senior Manager, Hyperscalers & ISV Marketplaces

Location: United States; Remote 

Experience: Senior Level 

Job Function: Channel 

Employment Type: Full-Time 

Travel: 20-40% 

Industry: Computer and Network Security

About the position 

This quota-carrying role will own Keyfactor’s marketplace go-to-market strategy with Amazon Web Services and Microsoft Azure, while developing new routes to market through strategic ISV ecosystems, initially including CrowdStrike and ServiceNow.

The Senior Manager will convert these relationships into measurable marketplace revenue, qualified pipeline, new customer acquisition and faster sales cycles. The role will also help customers purchase Keyfactor through the technology providers, marketplaces and committed cloud-spend programs they already use.

Success requires a combination of alliance leadership, marketplace expertise, field sales collaboration and hands-on deal execution.

Applicants must be legally authorized to work in the United States.

Responsibilities 

Marketplace Strategy and Revenue

• Own and execute Keyfactor’s growth strategy across AWS Marketplace, Microsoft commercial marketplace and selected strategic ISV marketplaces.
• Develop business plans with measurable revenue, pipeline, co-sell, enablement, funding, campaign and event objectives.
• Achieve and maintain the strongest relevant standing and designations within the AWS Partner Network and Microsoft AI Cloud Partner Program.
• Measure marketplace revenue, pipeline health, co-sell performance, program utilization, partner readiness and return on investment.

Hyperscaler and ISV Alliances

• Build influential relationships across AWS and Microsoft field sales, marketplace, industry, marketing, channel and executive organizations.
• Secure available customer funding, account intelligence, propensity signals, seller incentives, executive sponsorship, campaigns, workshops, events and field introductions.
• Develop joint go-to-market plans with selected ISVs, initially CrowdStrike and ServiceNow.
• Build relationships across ISV alliance, product, marketplace, marketing, sales, channel and executive teams.

Field and Transaction Execution

• Work directly with Keyfactor sales leaders and account executives to identify marketplace opportunities across new customers, existing accounts, renewals and expansions.
• Engage early to assess committed cloud spend, marketplace preferences, available funding and strategic technology relationships.
• Lead account mapping and co-sell execution across Keyfactor, hyperscaler sellers, ISV teams, Channel Account Managers and Strategic Partners.
• Remove alliance and marketplace blockers and coordinate the parties required to advance and close transactions.
• Create or direct private offers through AWS and Microsoft marketplaces, working with Sales, Channel, Finance, Legal, Operations and Deal Desk to validate pricing, partner economics, terms, billing and customer acceptance.
• Operationalize applicable transaction, referral, co-sell and lead-management processes within selected ISV marketplaces.

Enablement and Operational Scale

• Prepare Keyfactor’s Strategic Partners to transact through AWS Channel Partner Private Offers, Microsoft multiparty private offers and other partner-led marketplace routes.
• Create scalable playbooks, qualification guidance, seller training, engagement processes and deal-support resources.
• Serve as Keyfactor’s internal subject-matter expert and escalation point for cloud co-sell, marketplace funding, private offers a