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Title: Cloud & ISV Alliances and Marketplaces Lead

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 

The Cloud & ISV Alliances and Marketplaces Lead is a senior individual contributor responsible for developing and executing Keyfactor's marketplace and strategic alliance growth strategy across Amazon Web Services, Microsoft Azure, and selected enterprise ISV ecosystems.
This role owns specialized marketplace and co-sell initiatives that generate qualified pipeline, marketplace bookings, new customer opportunities, and improved sales velocity. The role works independently and across Keyfactor Sales, Channel, Marketing, Finance, Legal, Operations, Deal Desk, and partner organizations to identify opportunities, remove marketplace barriers, and enable successful transactions.
The role also serves as an internal subject-matter expert for cloud marketplaces, co-sell programs, private offers, marketplace funding, and emerging ISV marketplace opportunities.

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

Responsibilities 

• Develop and execute Keyfactor's marketplace growth strategy across AWS Marketplace, Microsoft commercial marketplace, and selected strategic ISV ecosystems.
• Establish measurable business plans and objectives for marketplace revenue, pipeline creation, co-sell activity, partner enablement, funding opportunities, campaigns, and strategic events.
• Build and maintain influential relationships across AWS, Microsoft, and selected ISV sales, marketplace, alliance, marketing, channel, and executive organizations.
• Drive Keyfactor's attainment and maintenance of relevant hyperscaler partner programs, marketplace capabilities, and designations in collaboration with applicable internal teams.
• Partner with Keyfactor sales leaders and account executives to identify marketplace opportunities across new customers, existing customers, renewals, and expansion opportunities.
• Lead account mapping, co-sell activity, field engagement, and joint go-to-market execution across Keyfactor, hyperscaler teams, ISV partners, Channel Account Managers, and Strategic Partners.
• Identify applicable committed cloud-spend programs, marketplace procurement options, partner funding, incentives, account intelligence, and other mechanisms that can improve sales velocity and win probability.
• Coordinate private offers and marketplace transactions across Sales, Channel, Finance, Legal, Operations, and Deal Desk, ensuring applicable pricing, partner economics, terms, billing requirements, and customer acceptance are addressed through established approval processes.
• Develop scalable marketplace playbooks, qualification guidance, seller enablement, engagement processes, and deal-support resources that allow Keyfactor teams and Strategic Partners to execute marketplace motions consistently.
• Serve as Keyfactor's subject-matter expert and escalation point for cloud co-sell, marketplace funding, private offers, partner-led marketplace transactions, and selected ISV marketplace opportunities.
• Maintain accurate marketplace pipeline, forecast, alliance influence, transaction, and program-performance data within Salesforce and applicable partner platforms.
• Measure marketplace revenue, pipeline health, co-sell performance, program utilization, partner readiness, and return on investment, and recommend actions to improve marketplace effectiveness.

Minimum Education
Bachelor's degree or equivalent professional experience.

Minimum Knowledge & Job Experience

• Eight or more years of relevant experience in strategic alliances, cloud partnerships, marketplace sales, business development, channel sales, or enterprise software sales.
• Demonstrated experience developing go-to-market relationships with major cloud providers and/or enterprise technology partners.
• Direct experience supporting cloud marketplace, co-sell, private-offer, or partner-led transaction models.
• Experience developing joint go-to-market motions through account mapping, field enablement, referrals, co-marketing, and marketplace pipeline development.
• Experience within enterprise software, SaaS, cybersecurity, or a related technology environment preferred.
• Familiarity with cybersecurity, cloud security, digital trust, machine identity security, PKI, or cryptographic technologies preferred.

Minimum Skill

• Advanced knowledge of strategic alliances, cloud marketplaces, co-sell motions, and partner ecosystem development.
• Strong commercial and business-development skills with the ability to translate partner relationships into measurable pipeline and revenue outcomes.
• Strong analytical skills and ability to assess pipeline, marketplace performance, partner programs, and return on investment.
• Strong written and verbal communication skills, including the ability to communicate effectively with senior internal and external stakeholders.
• Demonstrated ability to influence decisions and drive execution across teams without direct reporting authority.
• Strong project and opportunity-management skills within complex, cross-functional environments.

Minimum Abilities

• Independently prioritize and execute specialized marketplace and alliance initiatives within broadly defined business objectives.
• Navigate complex partner ecosystems and identify appropriate courses of action to achieve business outcomes.
• Build credibility and productive relationships with senior partner, customer, sales, and internal stakeholders.
• Coordinate multiple internal and external parties through complex marketplace and commercial transactions.
• Operate effectively in a high-growth, continually changing environment while maintaining focus on measurable business outcomes.
• Serve as a trusted internal advisor within the role's area of specialization.