Principal Solutions Architect (AWS Technical Alliances)

Who is Tenable

Tenable is the Exposure Management company. Over 40000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500 50 percent of the Global 2000 and large government agencies. Come be part of our journey!

What makes Tenable such a great place to work

Ask a member of our team and theyll answer Our people! We work together to build and innovate best-in-class cybersecurity solutions for our customers; all while creating a culture of belonging respect and excellence where we can be our best selves. When youre part of our #OneTenable team you can expect to partner with some of the most talented and passionate people in the industry and have the support and resources you need to do work that truly matters. We deliver results that exceed expectations and we win together!

Applicants must be authorized to work for any employer in the U.S. without sponsorship. We are unable to provide sponsorship for work visas of any kind at the time of hire or at any point during employment. This includes but is not limited to: F1-OPT F1-CPT H-1B TN J-1 etc

Your Role:
Tenable is seeking a Principal Solutions Architect to drive the technical depth and strategic impact of our AWS GTM partnership. This is a high-visibility field-facing role sitting at the intersection of partner engineering (co-build) co-sell execution and AWS ecosystem strategy. You will be the primary technical voice for the AWS alliance enabling Tenable field SEs and AWS SAs globally advancing joint go-to-market motions with AWS and shaping how Tenables exposure management platform is positioned alongside AWS-native services and marketplaces.

This is a backfill of an established Principal-level seat with deep internal and external stakeholder relationships already in place. The right candidate will be technically rigorous comfortable operating at an executive level executing against key goals and KPIs and energized by the complexity of partner-led sales motions.

Your Opportunity:

• Serve as Tenables primary technical liaison to AWS building and maintaining relationships with AWS Partner SAs Technical Account Managers and the Amazon Bedrock team.
• Own and lead the AWS technical enablement plan Be the connective tissue evangelizing designing and delivering structured enablement programs for Tenable field SEs (TFCs) and AWS customer-facing SAs ensuring both sides of the co-sell motion are technically aligned on Tenable solutions and joint architectures.
• Drive AWS competency application workstreams including design wins technical validation documentation and cross-functional coordination.
• Apply strong program management discipline across all partnership workstreams owning milestones owners and deliverables for enablement programs competency applications co-sell pipeline and executive reporting cycles.
• Support and advance the AWS Marketplace and co-sell motion including Salesforce-tracked pipeline PRM tagging and opportunity hygiene with field co-sell teams.
• Contribute to the strategic narrative around Tenable and AWS AI/agentic architectures including integrations with Amazon Bedrock and agentic frameworks.
• Produce executive-facing reporting and synthesize partnership activity across Zoom transcripts meeting notes Slack and CRM data.
• Collaborate with field marketing on AWS-focused demand generation EBC planning and joint event participation.
• Develop and maintain technical assets: architecture diagrams integration guides demo environments and partner-facing solution briefs.
• Support VP-level escalations and executive briefings when partner commitments or timelines are at risk.
• Drive AWS Marketplace technical strategy and tactics such as PRM ties to ACE and developing AI co-sell.

Success in the First 90 Days

• 30 days: Has established working relationships with the Tenable Alliance Director key AWS Partner SAs and internal co-sell and SE stakeholders; has a clear view of the current competency application status and active co-sell pipeline.
• 60 days: Is delivering enablement sessions to field SE teams and contributing to executive-facing reporting cycles independently.
• 90 days: Has a credible point of view on gaps in the current partner motion and a prioritized plan for closing them including AWS Marketplace coverage SA enablement pipeline and technical asset gaps.
• Develop shape and approve 90 day plan along with the Technical Alliance Director through end of year.

What Youll Need:

• 7 years of experience in Solutions Architecture Partner Engineering or Technical Alliances with at least 3 years in a cloud or SaaS context.
• Deep demonstrable AWS expertise across compute networking identity security services and marketplace mechanics. AWS Solutions Architect Associate or Professional certification strongly preferred.
• Experience working within or alongside a cloud providers partner ecosystem (AWS Azure or GCP) including co-sell motions competency programs or marketplace integrations.
• Strong project management skills demonstrated ability to run multiple concurrent workstreams with clear milestone tracking stakeholder accountability and on-time delivery across cross-functional teams.
• Strong communicator capable of tailoring technical depth to field SE audiences AWS partner contacts and VP/C-suite stakeholders alike.
• Comfortable leveraging AI tools (e.g. generative AI assistants AI-powered research and productivity tools) to accelerate work across enablement documentation and reporting.
• Familiarity with CRM/Salesforce pipeline workflows and partner relationship management tooling.

And Ideally:

• Experience with agentic AI architectures LLM integrations or Amazon Bedrock either technically or as a go-to-market motion.
• Background in cybersecurity particularly vulnerability management cloud security posture or exposure management.
• Familiarity with Tenable products (Tenable One Nessus) or competitive landscape.
• Prior experience building or maintaining AWS Competency applications and achieving joint design wins.

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