Role Summary

HackerOne is seeking a Senior Partner Manager, AWS to lead and drive our strategic 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 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%.

Company Overview

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.

• 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

• Direct tackle.io experience is flexible if you have worked with other similar solutions.

Compensation Bands:

Compensation Tier Guide

Tier A: Base $112,800 - $132,400

Tier B: Base $108,000 - $126,900

Tier C: Base $95,900 - $119,850

#LI-Remote

#LI-KL1

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.

Overview

Quest is an award-winning IT management software provider offering a broad selection of solutions that solve some of the most common and most challenging IT problems. We are currently looking for a Software Sales Renewals Territory Representative to support our Renewals business. This position will be based out of our Dublin, Ohio office. This is an entry level position on the renewals team with potential for Career Development.

Quest strives to be the best of the very best in everything we do. We are fanatically customer focused and are proud to support the most complex customers who have the highest IT demands in the world. It’s exciting, it’s rewarding, it’s hard work and offers career and personal growth.

The primary responsibility of the Software Maintenance Renewals Territory Representative is to maintain and grow revenue with our existing customers. This is inclusive of managing current renewals, upselling prepaid maintenance and reinstating lapsed customers. The Renewals Territory Representative will create strong working relationships with the Quest Software Sales team, and other internal teams to ensure complete customer satisfaction.

Company Description

At Quest, we create and manage the software that makes the benefits of new technology real. Companies turn to us to manage, modernize and secure their business, from on-prem to in-cloud, from the heart of the network to the vulnerable endpoints. From complex challenges like Active Directory management and Office 365 migration, to database and systems management, to redefining security, and hundreds of needs in between, we help you conquer your next challenge now.

We’re not the company that makes big promises. We’re the company that fulfills them.

We’re Quest: Where Next Meets Now.

Why work with us!

• Life at Quest 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 relationship.
• 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.

• Achieve quarterly assigned team sales quotas
• Maintain accurate forecast activities for assigned region in the CRM
• Effectively defend against competitive pressures and uncover additional opportunities
• Take an account management approach to identify co-termination and reinstatement opportunities
• Interface with Quest software renewals management, technical support and business unit teams to help ensure customer success and timely feedback being returned to the business leadership of Quest
• Build knowledge on a specific technology solution area such as security, database or systems management products
• Will stay up to date on our new technology and support offerings which will enable you to increase your sales to your customers
• A successful individual will develop relationships with his/her peers in field sales, technical support or with the product managers to ensure customers’ needs are met
• Work independently managing full sales cycle to close- leverage cross-functional resources to achieve results and meet customer needs
• Partner with other members of the renewal team and with field sales to support in the selling process

Required Qualifications

• 2+ years of sales, renewal or account management experience or a combination of experience and education
• Must be a commutable distance to our Dublin, Ohio office
• Strong organization skills with an emphasis on territory management
• Excellent PC and internet skills with a strong understanding of Microsoft Office
• Experience working in a fast-paced environment
• Must be a motivated self-starter with the ability to handle a high volume of e-mail communications and outbound calls

Preferred Qualifications

• Associate degree
• Customer Success background
• Experience selling software, telecommunications, or insurance
• Siebel or Salesforce.com experience

• Quest is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

• Come join us. For more information, visit us on the web at Quest Careers | Where next meets now. Join Quest.

• Job seekers should be aware of fraudulent job offers from online scammers and only apply to roles listed on quest.com/careers using our applicant system. Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be Quest employees if they have an email address ending in @quest.com or @oneidentity.com You can report job scams to the FTC (ReportFraud.ftc.gov) or your state attorney general.

Summary Information about the Role

At JFrog, we’re reinventing DevOps to help the world’s greatest companies innovate -- and we want you along for the ride. This is a special place with a unique combination of brilliance, spirit and just all-around great people. Here, if you’re willing to do more, your career can take off. And since software plays a central role in everyone’s lives, you’ll be part of an important mission. Thousands of customers, including the majority of the Fortune 100, trust JFrog to manage, accelerate, and secure their software delivery from code to production -- a concept we call “liquid software.” Wouldn't it be amazing if you could join us in our journey?

Company Overview

JFrog is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status or any other category protected by law.

• Lead and oversee the renewal process with customers, including generating renewal quotes and opportunities, in collaboration with Customer Success, Finance, Legal, Deal Desk, and Sales teams to ensure contract accuracy.
• Provide direct administrative support related to renewals and services for Account Executives to ensure continued customer satisfaction.
• Perform routine account servicing tasks for a targeted portfolio, including renewal processing, quote generation, Salesforce (SF) updates, invoice tracking, and addressing back-office tasks.
• Own and manage a portfolio of renewal contracts within an assigned territory.
• Ensure all renewals are processed on time.
• Communicate with customers or customer liaisons to ensure the proper handling of renewals.
• Prepare renewal quotations, invoices, and notifications.
• Identify growth opportunities and provide insights that drive better business outcomes.

Required Qualifications

• A minimum of 4 years of relevant experience.
• Exceptional time management skills, attention to detail, and the ability to prioritize tasks.
• Proven problem-solving skills, with the ability to manage routine account servicing tasks and meet tight deadlines.
• Strong proficiency with MS Office (particularly Excel, Word, and PowerPoint).
• Excellent verbal and written communication skills.

Preferred Qualifications

NA

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $85,000 to $105,000.  Base salary will be based on your skills, qualifications, experience and location.
• Additionally, this role may be eligible for discretionary bonuses or commission payments.
• This position also includes an equity package of restricted stock units (RSU).  In addition, JFrog employees are eligible to participate in our Employee Stock Purchase Plan.
• JFrog provides employees comprehensive benefits including medical, dental, vision, retirement, wellness and much more!
• JFrog embraces hybrid work: 3 days in office / 2 days remote.