HackerOne is the global leader in human-powered security, harnessing the creativity of the world’s largest community of security researchers with cutting-edge AI to protect your digital assets. The HackerOne Platform combines the expertise of our elite community and the most up-to-date vulnerability database to pinpoint critical security flaws across your attack surface. Our integrated solutions, including bug bounty, pentesting, code security audits, spot checks, and AI red teaming, ensure continuous vulnerability discovery and management throughout the software development lifecycle. Trusted by industry leaders such as Coinbase, General Motors, GitHub, Goldman Sachs, Hyatt, PayPal, and the U.S. Department of Defense, HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.
Position Summary
HackerOne is seeking a Strategic Partner Manager, AWS to lead and drive our partnership with AWS Marketplace. In this role, you will play a pivotal part in shaping and executing a comprehensive alliance strategy aimed at fostering strong relationships with key stakeholders and driving revenue growth through joint sales and marketing initiatives. As the primary manager of the AWS Marketplace program, you will work cross-functionally with internal teams such as sales, operations, and marketing to align processes and enablement programs, while also collaborating directly with AWS sellers to strengthen the partnership.
**This position is an equal blend of sales and program development. We're seeking a candidate with a strong sales background and experience in building an AWS ISV Program.
This position is located remotely in the United States. Ideally, in Texas, North Carolina, Tennessee, Illinois, Michigan, or Minnesota. Reports to our VP, Partnerships Sales. Must be able to travel up to 30%.
What You Will Do
Alliance Strategy: Assist in designing and implementing a comprehensive strategy to maximize the partnership with AWS Marketplace, ensuring it aligns with HackerOne’s broader objectives.
Stakeholder Management: Build and maintain robust relationships with key stakeholders at AWS, ensuring goal alignment and the achievement of revenue growth targets.
Joint Marketing & Sales: Lead joint marketing and sales initiatives with AWS, increasing brand awareness and generating new business opportunities.
Marketplace Management: Support and manage AWS Marketplace listings to maximize customer engagement and transaction volume.
Co-Selling Initiatives: Drive joint co-selling efforts between HackerOne and AWS sales teams within key accounts, ensuring effective collaboration and successful outcomes.
Sales Team Support: Provide strategic guidance and support to the sales team to build and strengthen relationships with AWS field and partnerships teams.
Renewals Collaboration: Work closely with the renewals team to ensure account alignment, secure on-time renewals, and identify upsell opportunities.
Process Optimization: Partner with sales operations to identify and implement process improvements for AWS Marketplace transactions.
Event Participation: Actively participate in in-person meetings and events with AWS sales teams and attend AWS events to ensure alignment and shared success.
Opportunity Identification: Collaborate with internal teams to identify and qualify potential business opportunities within the AWS ecosystem.
Ecosystem Awareness: Stay informed about the latest developments and trends within the AWS ecosystem to guide strategic decisions.
Minimum Qualifications
5+ years of experience in managing strategic partnerships with cloud providers, ISVs, or within a similar ecosystem.
Been part of a team or directly managed AWS marketplace programs.
Must have experience in the security industry.
Experience working at an Independent Software Vendor (ISV) similar to HackerOne, with a strong understanding of sales processes and programs.
Experience in a growing startup or mid-sized company, with the ability to adapt and wear multiple hats in a dynamic environment.
Strong understanding of the cloud provider’s ecosystem, including tools like Tackle.io, and various services and solutions.
Demonstrated ability to identify and pursue business opportunities that result in significant revenue growth.
Proven track record of driving incremental revenue through effective collaboration with partners.
Exceptional communication and interpersonal skills, capable of influencing and managing key stakeholders.
Superior organizational abilities, with the capacity to manage multiple projects and priorities concurrently.
Preferred Qualifications
Compensation Bands: Base (60/40)
Tier Guide
Tier A: Base $112,800 - $140,000
Tier B: Base $108,000 - $136,400
Tier C: Base $95,900 - $131,900
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We are a Circle Back Initiative Employer and commit to responding to every applicant.
We're committed to building a global team! For certain roles outside the United States, U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR).
Employment at HackerOne is contingent on a background check.
HackerOne is an Equal Opportunity Employer in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, pregnancy, disability or veteran status, or any other protected characteristic as outlined by international, federal, state, or local laws.
This policy applies to all HackerOne employment practices, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. HackerOne makes hiring decisions based solely on qualifications, merit, and business needs at the time.
For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.
HackerOne Values
HackerOne commits to maintaining a strong, inclusive culture built for our employees and our community of hackers. We are driven by our five core values. We recognize that our mission is bigger than us, and therefore act with integrity at all times. As a team, we believe that transparency builds trust so we default to disclosure in our communications. Each individual executes with excellence, creating an environment of greater alignment and greater autonomy. We win as a team and respect all people to empower everyone to learn from each other, innovate, and grow.
