Global Marketplace Alliance Lead

Overview

One Identity is an award-winning security software provider offering a broad selection of solutions that solve some of the most common and most challenging IT security problems. Part of the One Identity Software group, One Identity solutions eliminate the complexities and time-consuming processes often required to govern identities, manage privileged accounts, and control access. Our solutions enhance business agility while addressing IAM challenges within on-premises, cloud, and hybrid environments. The combined entity delivers a complete portfolio of market-leading Identity Access Management, Privileged Access Management, and Identity Governance solutions. Now, customers can achieve identity-centric security with trusted, proven technology in each major category.

One Identity is seeking a Global Marketplace Alliance Lead to spearhead our strategic partnerships with Microsoft and AWS. As we accelerate our SaaS strategy, this role is critical in transforming our cloud marketplace presence into a primary growth engine.

You will be responsible for the global strategy and high-level orchestration of our marketplace alliances, focusing on driving co-sell success and revenue growth. You will work in a "two-in-a-box" model with the Marketplace Operations Lead, where you own the external relationships, strategic alignment, and field "co-sell" motions, while they manage the technical backend and transactional governance.

Responsibilities

• Global Alliance Strategy: Design and implement One Identity’s global marketplace strategy, ensuring our identity security portfolio is aligned with Microsoft’s and AWS’s highest-priority sales plays and incentive programs.
• Strategic Relationship Management: Build and maintain executive-level and operational relationships with Cloud Partner Managers (PDMs) and field sales leadership at Microsoft and AWS to drive joint business objectives.
• Enable Co-Sell at Scale: Empower One Identity field teams and partners to co-sell effectively. This includes hands-on support for joint customer engagements and navigating complex cloud-committed spend conversations (e.g., MACC/EDP).
• SaaS GTM Alignment: Lead the go-to-market approach for One Identity’s SaaS offerings via marketplaces, ensuring our value proposition resonates with cloud-first buyers and CISOs looking to consolidate spend.
• Field & Channel Enablement: Develop global playbooks, training, and tools that equip One Identity sellers and our internal channel managers (supporting partners like CDW, Insight, etc.) to leverage marketplaces as a competitive advantage.
• Program & Incentive Adoption: Drive maximum utilization of cloud provider programs, incentives, and marketing funds (MDF) to increase One Identity’s market share and profitability.
• Performance Leadership: Accountable for the Global Marketplace pipeline. Track and report on business outcomes, co-sell velocity, and partnership health during QBRs.
• Marketplace Evangelism: Act as the internal and external "voice of the marketplace," promoting innovation and driving the adoption of new marketplace features like Multiparty Private Offers.
• Tackle.oi – work with our partner to optimise their skills and services

Qualifications

• Cloud & Alliance Expertise: 10+ years in channel sales or alliance management, with a proven track record of generating significant co-sell revenue specifically through Microsoft and AWS Marketplaces.
• SaaS Strategic Mindset: Deep understanding of SaaS delivery models and how they align with modern cloud procurement cycles.
• Influence & Leadership: Exceptional ability to navigate and influence stakeholders across a global matrixed organization (Sales, Product, Marketing, and Finance).
• Relationship Builder: Proven experience engaging with Microsoft (MAICPP) and AWS partner programs at an executive level.
• Business Acumen: Strong understanding of the identity security landscape (IGA, PAM, AM) and the ability to articulate complex security scenarios simply.
• Problem-Solver: Ability to identify friction points in the co-sell motion and implement pragmatic solutions to unblock global deals.
• Salesforce Proficiency: Experience managing alliance pipelines and deal registrations within CRM platforms.
• Travel: Willingness to travel globally as required (up to 50%) to engage with partners and field teams.

Key Differentiators of this Role

Unlike a traditional channel manager, this leader must navigate the intersection of identity security expertise and cloud-native commerce. You aren't just managing a partner; you are managing a platform shift in how One Identity reaches its customers.

Collaboration Note: You will work alongside the Marketplace Operations Lead, who manages the Partner Center/AMMP portals, technical integrations, and transactional governance, allowing you to focus 100% on alliance strategy and revenue generation.

Company Description

One Identity enables organizations of all sizes to better secure, manage, monitor, protect, and analyze information and infrastructure to help fuel innovation and drive their businesses forward. With team members around the globe, we intend to continue to grow revenues and add value to customers.

When you join our team, you will have the opportunity to build and develop products at a scale few others can provide. Our product portfolio serves a large base of customers and we are addressing the strategic imperatives for enterprise businesses. Working with some of the most talented employees the industry has to offer, we provide enhanced career opportunities for team members to learn and grow in a rapidly changing environment.

Why work with us?

-Life at One Identity means collaborating with dedicated professionals with a passion for technology.

-When we see something that could be improved, we get to work inventing the solution.

-Our people demonstrate our winning culture through positive and meaningful relationships.

-We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.

-Our team members’ health and wellness is our priority as well as rewarding them for their hard work.

One Identity is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: One Identity is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at One Identity are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. One Identity will not tolerate discrimination or harassment based on any of these characteristics. One Identity encourages applicants of all ages.

Come join us. For more information, visit us on the web atOne Identity Careers | Explore Opportunities with the OI Team

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