Senior Account Executive, Cloud Marketplace and Growth - Remote

The Senior Account Executive of Cloud Marketplace and Growth is part of the Sales and Business services department, which resides on the Business Development Alliance Management team and reports to the Senior Director of Channel and Hardened Images Sales. As our Senior Account Executive, you will be a quota-carrying, senior individual contributor that accelerates growth for CIS Hardened Images (HI) across cloud marketplaces and partner-led motions. This role acts as a Sales Specialist with overlay focused on scaling HI revenue by driving high-impact opportunities, expanding consumption, and building repeatable sales plays that core account executives and cloud service provider (CSP) teams can run at scale.
You will partner closely with CIS Direct Sales teams, CSP partner leaders (AWS and Azure priority), Alliances, Product, Marketing, and RevOps teams. You will operate in a matrix, lead without authority, and serve as the “deal mechanic” for marketplace motions, including private offers and procurement paths. Success requires both closing ability and systems thinking; you must create leverage by building plays that multiply seller output, not just working your own deals.
This role carries a quota aligned to overall HI business growth. Quota credit includes a mix of direct and influenced bookings consistent with CIS sales crediting policy, with clear expectations for material involvement in deal strategy, execution, and close plans.

What You'll Do:

• Own and deliver a quota tied to overall HI business growth

• Lead and close HI opportunities directly, and drive deal strategy for specialist-supported opportunities in partnership with core account executives (AEs)

• Build and run close plans for priority opportunities, including stakeholder mapping, value articulation, mutual action plans, and next-step discipline

• Drive land-and-expand motions focused on consumption growth, workload expansion, and standardization across organizations

• Lead AWS and Azure marketplace motions end-to-end, including listing alignment, private offer processes, partner approvals, procurement paths, billing considerations, and renewal or expansion motions

• Partner with AWS and Azure seller teams to drive co-sell activity, build account-level plans, and convert partner interest into qualified opportunities

• Work closely with Deal Desk, Legal, Finance, and RevOps teams to remove friction and shorten sales cycle time in marketplace deals

• Build repeatable HI sales plays that scale across CIS direct sellers and CSP partner teams

• Provide enablement that is practical and field-ready; talk tracks, proof points, objection handling, competitive positioning, and discovery guides

• Establish a lightweight operating rhythm for play development, launch, measurement, and iteration

• Collaborate with Product and Engineering teams to translate field feedback into roadmap inputs that improve conversion, adoption, and retention

• Partner with the Marketing team to improve HI positioning, marketplace content, demand generation alignment, and campaign conversion

• Partner with RevOps to improve funnel visibility, stage definitions, pipeline quality, and forecasting accuracy

• Maintain accurate and timely activity, pipeline, opportunities, and forecasting in Salesforce

• Produce weekly visibility on key metrics, deal risks, partner motion progress, and play performance

• Represent CIS at conferences, partner events, and customer meetings as needed

• Other tasks and responsibilities as assigned

What You'll Need: 

• Bachelor’s degree in a technical or business discipline*

• 7+ years of quota-carrying B2B sales experience with a record of meeting or exceeding targets

• 3+ years of experience selling cloud solutions through hyperscale partner ecosystems with AWS or Azure experience strongly preferred

• Demonstrated success in consumption-based or usage-driven sales motions, including expansion and renewal outcomes

• Experience selling or positioning cybersecurity, cloud security, infrastructure security, compliance, or security operations offerings

• Strong understanding of enterprise procurement processes and the ability to navigate security reviews, legal cycles, and multi-stakeholder deals

• Demonstrated ability to influence and enable peers in a matrix environment, including working with core AEs and partner sellers

• Proficiency with Salesforce and strong forecasting discipline

• Strong technical aptitude with the ability to communicate technical concepts clearly to both technical and business audiences

• Ability to travel up to 20–30% as needed for partner engagement, customer meetings, and key events

• Must be authorized to work in the United States

It's a Plus if You Have:

• Direct experience transacting through AWS Marketplace and/or Azure Marketplace, including private offers

• Experience working with CSP co-sell tools and processes and managing joint pipeline with partner teams

• Background selling security products that map to hardening, configuration management, vulnerability reduction, or compliance outcomes

• Familiarity with cloud economics and FinOps concepts relevant to consumption and expansion

• Public sector experience is a plus, depending on HI customer mix

• Familiarity with business intelligence tools or operational dashboards that measure adoption, consumption, and expansion

*Additional years of relevant experience or a combination of an Associate’s degree or equivalent and relevant experience may be substituted for the Bachelor’s degree.

At CIS, we are committed to providing an inclusive environment in which the diverse backgrounds, experiences, and views of our employees, members, and customers are valued and respected. It is through this commitment that we are able to work together towards our common mission: to make the connected world a safer place.

Compensation Range:

USD$114,700.00 - $200,700.00