Senior Manager, Hyperscalers & ISV Marketplaces

Keyfactor

Keyfactor, a cybersecurity and trust infrastructure company, seeks a senior manager to drive AWS and Azure marketplace revenue. Building ISV alliances, co-sell motions and private-offer transactions.

Posted 8/13/2026full-timeRemote • 🇺🇸 United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing growth strategies across AWS and Microsoft marketplaces, with a strong focus on building strategic alliances and driving revenue through effective go-to-market plans. Proficient in managing partnerships, marketplace performance metrics, and operationalizing co-sell processes.

Highest-signal resume keywords

Strategic Alliances ManagementAWS Marketplace ExperienceMicrosoft Azure Partnership DevelopmentGo-To-Market Strategy DevelopmentCybersecurity Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business DevelopmentChannel SalesMarketplace SalesAccount MappingCo-Sell ExecutionRevenue MeasurementPipeline DevelopmentPrivate Offers ManagementJoint Go-To-Market PlanningField Enablement

Soft Skills

Relationship BuildingCollaborationCommunicationProblem SolvingLeadership

Tools & Technologies

SalesforceAWS Partner CentralMicrosoft Partner CenterACEAWS ISV Accelerate

Industry Keywords

Cloud PartnershipsEnterprise Software SalesCybersecurityDigital TrustMachine Identity Security

Tech Stack

Tools & technologies

AWSAzureCloudCyber SecurityServiceNow

About the role

Key responsibilities & impact

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 relevant standings 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
Build relationships across AWS, Microsoft and ISV alliance, product, marketplace, marketing, sales, channel and executive teams
Secure 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
Identify marketplace opportunities across new customers, existing accounts, renewals and expansions
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 parties to advance and close transactions
Create or direct private offers through AWS and Microsoft marketplaces, coordinating with Sales, Channel, Finance, Legal, Operations and Deal Desk
Operationalize transaction, referral, co-sell and lead-management processes within selected ISV marketplaces
Prepare 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 and ISV marketplace opportunities
Maintain pipeline, forecast, alliance-influence and transaction data in Salesforce and applicable partner platforms
Collaborate with Field Marketing, Channel Marketing, Sales Engineering, Finance, Operations and Legal on campaigns, commercial models and routes to market

Requirements

What you’ll need

8+ years of experience in strategic alliances, cloud partnerships, marketplace sales, business development, channel sales or enterprise software sales
3+ years of direct experience developing go-to-market relationships with AWS and/or Microsoft Azure
Experience working within AWS or Microsoft, or leading hyperscaler partnerships for an enterprise software or cybersecurity ISV
Hands-on experience with AWS Marketplace, AWS Partner Central, ACE, AWS ISV Accelerate, private offers and Channel Partner Private Offers
Hands-on experience with Microsoft Partner Center, Microsoft co-sell, Azure IP co-sell, MACC-aligned transactions, private offers and multiparty private offers
Experience developing joint go-to-market motions with enterprise ISVs through account mapping, field enablement, referrals, co-marketing and marketplace pipeline development
Familiarity with cybersecurity, cloud security, digital trust, machine identity security, PKI or cryptographic technologies
Bachelor’s degree or equivalent professional experience
Applicants must be legally authorized to work in the United States
Travel: 20–40%

Benefits

Comp & perks

Second Fridays (a company-wide day off on the second Friday of every month minus November and December due to the Holiday schedule)
Comprehensive benefit coverage globally
Paid Parental Leave
Comprehensive adoption and fertility support
Competitive time off globally
Dedicated employee-focused ambassadors via Key Contributors & Culture Committees
DIVERSE Commitment
The Keyfactor Alliance Program to support DEIB efforts
Wellbeing resources
Wellness allowance
Mindfulness app free membership
Wellness Wednesdays
Global Volunteer Day
Company non-profit matching
3 volunteer days off
Monthly Talent development and Cross Functional meetings to support professional development
Regular All Hands meetings followed by group gatherings