CSP GTM Partner Lead - North America (Remote)

<div><span style=" color: rgb(0, 0, 0);"><span style=" color: rgb(0, 0, 0);"><h3 dir="ltr" style="line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;"><span style="font-size: 13pt; font-family: Arial, sans-serif; color: rgb(0, 0, 0); font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Position Overview</span></h3><p dir="ltr" style="line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">We're looking for a highly motivated,&nbsp;</span><span style="font-size: 11pt; font-family: Arial, sans-serif; font-weight: 700; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Cloud Service Provider (CSP) expert</span><span style="font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">&nbsp;to lead the rollout and revenue acceleration of a high-velocity Go-to-Market (GTM) play in the Commercial, Startup, and Mid-Market segments. This is a field-facing, CSP-aligned partner role with a heavy emphasis on&nbsp;</span><span style="font-size: 11pt; font-family: Arial, sans-serif; font-weight: 700; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">AWS and GCP</span><span style="font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">. You will be the primary liaison with sellers and solution architects at our key cloud partners, co-developing pipeline, driving co-sell opportunities, and executing partner activities that directly lead to customer wins.</span></p><p dir="ltr" style="line-height: 1.38; margin-top: 12pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Your mission is to make our solution the default Data &amp; AI security offering that partners recommend and attach to their customer engagements. You will be measured on your ability to influence and source new business, accelerate the deal cycle, and drive partner-generated revenue. The right candidate for this role is a proactive and strategic thinker who can balance core business development with a variety of partner-focused initiatives.</span></p><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><br></p><hr><div><br></div><h3 dir="ltr" style="line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;"><span style="font-size: 13pt; font-family: Arial, sans-serif; color: rgb(0, 0, 0); font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Core Responsibilities</span></h3><ul style="margin-bottom: 0px;"><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 12pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-weight: 700; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Partner Co-Sell &amp; Field Execution:</span><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">&nbsp;Act as the primary partner-facing lead for this high-velocity play in North America. You'll work directly with partner sales teams, including AWS Area Directors, Account Owners, and Specialist Teams (Bedrock, Q Business) and their counterparts at other CSPs, to drive opportunities from identification to close.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-weight: 700; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Marketplace &amp; Partner-Led Growth:</span><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">&nbsp;Drive a partner-first engagement motion, ensuring transactions flow through the AWS Marketplace and other relevant CSP marketplaces. You will coordinate with our internal Partner Operations team to streamline marketplace offers, enabling partner sellers on self-service trial flows and demo assets.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-weight: 700; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">GTM &amp; Enablement:</span><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">&nbsp;Equip our cloud partners with the knowledge and tools they need to succeed. You will train partner sellers on our value proposition and arm them with battlecards and sales enablement materials. You'll also align our GTM strategy with key campaigns and adoption sprints at our top cloud partners, especially AWS and GCP.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-weight: 700; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Execution Excellence:</span><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">&nbsp;Operate as a velocity overlay, focused on accelerating short-cycle, high-volume wins. You will manage a predictable sales motion—from a partner-introduced lead to a closed deal—and track key metrics like POC-to-production conversion rates to identify upsell opportunities.</span></p></li></ul><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><br></p><hr><div><br></div><h3 dir="ltr" style="line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;"><span style="font-size: 13pt; font-family: Arial, sans-serif; color: rgb(0, 0, 0); font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Required Skills &amp; Experience</span></h3><ul style="margin-bottom: 0px;"><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 12pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">3+ years in a sales or alliances role aligned with a major CSP, preferably with experience as a co-sell seller at a SaaS-native partner or a CSP itself.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Proven track record of driving partner-sourced revenue and executing marketplace motions, with a strong emphasis on AWS and GCP.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Strong understanding of AWS’s Generative AI GTM (Bedrock, Q Business) and co-sell mechanics.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Ability to operate in high-velocity, short-cycle environments focused on Commercial, Startup, and Mid-Market segments.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Excellent communication skills with the ability to simplify technical concepts and present a compelling value proposition to partner sellers and customers.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Skilled at navigating a CSP's organizational structure and securing material partner engagement on deals.</span></p></li></ul><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><br></p><hr><div><br></div><h3 dir="ltr" style="line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;"><span style="font-size: 13pt; font-family: Arial, sans-serif; color: rgb(0, 0, 0); font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Preferred Qualifications</span></h3><ul style="margin-bottom: 0px;"><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 12pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Prior employment at AWS or GCP, or a deep field network within these organizations.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Experience selling security or AI governance solutions.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Familiarity with AWS Marketplace operations, EDP drawdown, and CPPO models.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">AWS or GCP technical accreditation or certification.</span></p></li></ul><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><br></p><hr><div><br></div><h3 dir="ltr" style="line-height: 1.38; margin-top: 14pt; margin-bottom: 4pt;"><span style="font-size: 13pt; font-family: Arial, sans-serif; color: rgb(0, 0, 0); font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">What Success Looks Like in 12 Months</span></h3><ul style="margin-bottom: 0px;"><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 12pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Our solution is the go-to GenAI Security offering for the CSP field, and a key recommendation at other top cloud partners.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Partners are consistently initiating a majority of the opportunities for this play.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">Marketplace transactions flow seamlessly, with minimal friction for both partners and customers.</span></p></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">You consistently attain or overachieve partner-sourced revenue targets.</span></p></li></ul></span></span></div><ul><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><span style=" color: rgb(0, 0, 0);"><p dir="ltr" style="line-height: 1.38; margin-top: 12pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Salary range 200k-275k&nbsp;OTE</span></p><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 0pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; Equity Details &nbsp;- eligible for stock options</span></p><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; Benefits - &nbsp;healthcare, PTO</span></p></span></li><li dir="ltr" style="list-style-type: disc; font-size: 11pt; font-family: Arial, sans-serif; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre;"><span style=" color: rgb(0, 0, 0);"><p dir="ltr" style="line-height: 1.38; margin-top: 0pt; margin-bottom: 12pt;"><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;">&nbsp; &nbsp; &nbsp; &nbsp; &nbsp; &nbsp;Location info (remote)</span></p></span></li></ul><div><span style=" color: rgb(0, 0, 0);"><span style=" color: rgb(0, 0, 0);"><br></span><span style="font-size: 11pt; font-variant-ligatures: normal; font-variant-alternates: normal; font-variant-numeric: normal; font-variant-east-asian: normal; font-variant-position: normal; vertical-align: baseline; white-space: pre-wrap;"><span style="color: rgb(29, 28, 29); font-family: Slack-Lato, Slack-Fractions, appleLogo, sans-serif; font-size: 15px; font-variant-ligatures: common-ligatures; orphans: 2; widows: 2; background-color: rgb(248, 248, 248); text-decoration-style: initial; text-decoration-color: initial;">(1)&nbsp;</span><i style="box-sizing: inherit; color: rgb(29, 28, 29); font-family: Slack-Lato, Slack-Fractions, appleLogo, sans-serif; font-size: 15px; font-variant-ligatures: common-ligatures; orphans: 2; widows: 2; background-color: rgb(248, 248, 248); text-decoration-style: initial; text-decoration-color: initial;">We are an Equal Opportunity/Affirmative Action employer. 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