Director, Hyperscaler Strategy & Partnerships

About Coalfire

Coalfire is on a mission to make the world a safer place by solving our clients’ hardest cybersecurity challenges. We work at the cutting edge of technology to advise, assess, automate, and ultimately help companies navigate the ever-changing cybersecurity landscape. We are headquartered in Chicago, Illinois with offices across the U.S. and U.K., and we support clients around the world.

But that’s not who we are – that’s just what we do.

We are thought leaders, consultants, and cybersecurity experts, but above all else, we are a team of passionate problem-solvers who are hungry to learn, grow, and make a difference.

Position Summary As the Director of Hyperscaler Strategy & Partnerships, you are the chief architect and end-to-end owner of Coalfire’s relationships with AWS and Microsoft Azure. This is a high-impact, dual-mandate alliance leadership role. Your primary focus will be optimizing, protecting, and expanding our robust, mature AWS alliance—driving strategic track repositioning, co-sell mechanics, and pipeline execution. Concurrently, you will act as an intrapreneur to seed, build, and scale our emerging partnership with Microsoft from the ground up, replicating successful hyperscaler blueprints to unlock new cloud ecosystem revenue.This role requires a true "full-stack" alliance leader. You will own the strategy at the executive level and execute the tactical, operational lifting required to register deals, secure funding, and maintain partner tier health. Your ultimate mission is to position Coalfire as the essential security and compliance "accelerator" for both hyperscalers' sales fields. Strategic Mandate The "Services-to-Consumption" Bridge: Develop and evangelize frameworks demonstrating how Coalfire’s elite services (e.g., FedRAMP, Cloud Engineering, Cyber Risk) act as a catalyst for customers to de-risk migrations and accelerate platform spend on AWS and Azure. Programmatic Evolution (AWS): Provide a plan and if approved, lead the critical, complex navigation of Coalfire's AWS partnership from the Public Sector ISV track into the Commercial and Enterprise Systems Integrator (SI) track. Ecosystem Building (Microsoft): Establish Coalfire's foundational presence within the Microsoft Partner Network (MPN), defining the initial program track placement, competency roadmap, and joint value proposition. Field Alignment & Force Multiplication: Build a "better together" narrative that empowers AWS and Microsoft field sellers to proactively pull Coalfire into large, complex enterprise deals to clear compliance hurdles.

This role is remote with a preference for candidates located in Seattle, WA. Potential for travel up to 15-20% mostly to Seattle area and relevant conferences.