Principal Solutions Architect (AWS Technical Alliances)

• 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 SA’s globally, advancing joint go-to-market motions with AWS, and shaping how Tenable’s 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
• Serve as Tenable’s 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

Benefits

• Health: Comprehensive benefits to support physical and mental wellbeing and family-forming plans
• Work/Life Balance: Generous paid time off with hybrid or remote opportunities available for most positions
• Financial Savings and Security: Retirement plans, employee stock purchase plan (ESPP), equity incentives, life and disability insurance
• Professional Development: Customizable opportunities, including learning courses, mentorship, leadership programs and tuition reimbursement

• Strong communicator capable of tailoring technical depth to field SE audiences, AWS partner contacts, and VP/C-suite stakeholders alike
• 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
• 7+ years of experience in Solutions Architecture, Partner Engineering, or Technical Alliances — with at least 3 years in a cloud or SaaS context
• Experience working within or alongside a cloud provider’s partner ecosystem (AWS, Azure, or GCP) — including co-sell motions, competency programs, or marketplace integrations
• Comfortable leveraging AI tools (e.g. generative AI assistants, AI-powered research and productivity tools) to accelerate work across enablement, documentation, and reporting
• Deep, demonstrable AWS expertise across compute, networking, identity, security services, and marketplace mechanics. AWS Solutions Architect Associate or Professional certification strongly preferred
• Familiarity with CRM/Salesforce pipeline workflows and partner relationship management tooling
• 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, Tenable.io, Nessus) or competitive landscape
• Prior experience building or maintaining AWS Competency applications and achieving joint design wins