Channel Sales & Hyperscaler Partnerships Manager at PlainID

Job description

Description PlainID is seeking a visionary Channel Sales & Hyperscaler Partnerships Manager In this high-impact leadership role, you will be responsible for driving exponential revenue growth and market share through strategic Hyperscaler marketplaces and a premier tiered VAR ecosystem. As the primary architect of our cloud partnership strategy, you will orchestrate sophisticated "sell-with" and "sell-through" motions between our strategic cloud partners (AWS, Azure, GCP) and our global VAR network. You will own the Marketplace GTM strategy, optimizing cloud-consumption-based selling and scaling a high-velocity partner program globally. The Impact You’ll Make Strategic Alliances & Executive Sales • Marketplace Leadership: Architect and execute a comprehensive roadmap for Hyperscaler engagement, maximizing our presence within AWS, GCP, and Azure marketplaces. • Ecosystem Evolution: Lead a world-class VAR partner program, establishing high-performance tiered structures that ensure deep market penetration and partner loyalty. • Revenue Acceleration: Drive sustainable growth by aligning partner-led motions with customer cloud-spending commitments and strategic marketplace incentives. • Integrated GTM: Partner with Marketing and Sales to develop joint go-to-market initiatives, positioning PlainID as the preferred runtime authorization solution within partner catalogs. • Scalable Enablement: Collaborate with Solution Architecture to build robust enablement programs that empower VARs to effectively demo and deploy PlainID solutions. Requirements What You Bring to the Table • Expert Leadership: 8+ years of leadership in Cybersecurity Channel Sales, with a proven history of scaling Hyperscaler and VAR/Distributor alliances. • Cloud Proficiency: Deep technical and business expertise in AWS, Azure, and GCP marketplaces, including private offers and co-sell orchestration. • Strategic Influence: Exceptional executive presence with the ability to negotiate and present complex strategies to C-level stakeholders within the partner community. • IAM Domain Mastery: Extensive knowledge of the Identity and Access Management landscape, specifically Authorization standards (OAuth, OPA, PBAC). • Financial Acumen: Experience developing sophisticated partnership models, including revenue-share structures and co-investment funding for joint events. The "Extra Mile": • Deep existing network within top-tier VARs and Hyperscaler partner teams. • A background in Technical Product Management or Solution Architecture. About PlainID PlainID is the only Agentic Identity Platform at the core of an organization's identity stack. It secures the entire AI flow, inputs and outputs, data retrieval, and MCP tools. By enforcing Zero Standing Privileges, PlainID ensures just in time access is granted and automatically adjusts as context changes. Every decision is evaluated dynamically, securing applications, APIs, data, and agentic AI workflows end to end. One place. Full clarity. Real-time control. Trusted by Fortune 500 organizations to secure access for millions of identities, PlainID helps enterprises scale authorization with confidence in an AI-driven world. Why PlainID? Real traction, real customers. Fortune 2000 companies including SAP, Accenture, EY, Cisco, City bank, The World Bank.. trust us with their most critical authorization challenges. Category leadership. We're not just playing in authorization - we're defining it. Named as an Outperformer by industry analysts alongside Google Cloud, SailPoint, and Ping Identity. Strategic partnerships that matter. SAP didn't just invest - they embedded our technology as an OEM component in their Customer Data Cloud platform. That's the kind of validation that opens doors. Backed by the best. We've raised $100M from Insight Partners (led our $75M Series C), SAP, Viola Ventures, and other top-tier investors who believe in our vision. Founded by security veterans. Our co-founders Oren Ohayon Harel (CEO) and Gal Helemski (CTO/CPO) come from deep financial services and IDF cybersecurity backgrounds. They've been in the trenches and built the solution they wished existed.

Requirements

Must-haves

The Impact You’ll Make
Strategic Alliances & Executive Sales
Marketplace Leadership: Architect and execute a comprehensive roadmap for Hyperscaler engagement, maximizing our presence within AWS, GCP, and Azure marketplaces.
Ecosystem Evolution: Lead a world-class VAR partner program, establishing high-performance tiered structures that ensure deep market penetration and partner loyalty.
Revenue Acceleration: Drive sustainable growth by aligning partner-led motions with customer cloud-spending commitments and strategic marketplace incentives.
Scalable Enablement: Collaborate with Solution Architecture to build robust enablement programs that empower VARs to effectively demo and deploy PlainID solutions.
What You Bring to the Table
Expert Leadership: 8+ years of leadership in Cybersecurity Channel Sales, with a proven history of scaling Hyperscaler and VAR/Distributor alliances.
Cloud Proficiency: Deep technical and business expertise in AWS, Azure, and GCP marketplaces, including private offers and co-sell orchestration.
Strategic Influence: Exceptional executive presence with the ability to negotiate and present complex strategies to C-level stakeholders within the partner community.
IAM Domain Mastery: Extensive knowledge of the Identity and Access Management landscape, specifically Authorization standards (OAuth, OPA, PBAC).
Financial Acumen: Experience developing sophisticated partnership models, including revenue-share structures and co-investment funding for joint events.
Deep existing network within top-tier VARs and Hyperscaler partner teams.
A background in Technical Product Management or Solution Architecture.

Nice-to-haves

Integrated GTM: Partner with Marketing and Sales to develop joint go-to-market initiatives, positioning PlainID as the preferred runtime authorization solution within partner catalogs.

Application prep

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Keywords to mirror

awsazuregcpgoai

Platform: comeet
Effort: medium

Benefits

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Vision