Channel Sales & Hyperscaler Partnerships Manager, PlainID
Agentic identity platform
Be an early applicant
Agentic identity platform
21-100 employees
Be an early applicant
21-100 employees
Company mission
To centralize the oversight of identity and access management (IAM) policies in order to dramatically improve efficiency and security.
Role
Who you are
- 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
Desirable
- Deep existing network within top-tier VARs and Hyperscaler partner teams
- A background in Technical Product Management or Solution Architecture
What the job involves
- 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
- 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
Our take
As the recognized leader in Authorization-as-a-Service, PlainID is known as THE Authorization Company. Its platform is purpose-built to enable its users to gain control and flexibility over all aspects of authorization management – from creation, management, and enforcement of its policies across an entire enterprise.
By providing centralized management with distributed enforcement, the company has simplified these processes with its pre-built network of third-party authorizers, which includes Snowflake, Dremio, AWS, SailPoint, and Consul.
The fast-growing company has gained considerable momentum following each of its funding rounds, which supported the launch of a range of new services and attracted several advantageous partnerships.
The company has also proven its ability to adapt to the ever-evolving cybersecurity ecosystem, adding identity-first security to its suite of features. PlainID is well-positioned to further its position as the leading AaaS provider.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-1% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Dec 2021
$75m
SERIES C
Dec 2020
$11m
LATE VC
Total funding: $99m
Company HQ
Tel Aviv-Yafo, Tel Aviv District
Leadership
Oren Ohayon Harel
(Co-Founder & CEO)Seed Investor for numerous companies, including Mindfly.live, KRE8.TV, Concourse Labs, and Bonobo AI. Former Deputy CISO at Bank Hapoalim.
Gal Helemski
(Co-Founder, CTO & CIPO)Has held various Executive positions at the company, starting with CMO, before transitioning into their current role. Former Information Security Consultant, and worked for Avnet as a Senior Clients & Projects Manager.
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