Alliance Account Executive – AWS & Strategic Ecosystem Partnerships
Location: US — Remote · Reports to: VP of Sales
We're Miggo — a cybersecurity startup on a mission to stop app-layer breaches before they happen. Backed by top-tier cyber VCs, recognized by Gartner® as a Cool Vendor in AI Security, and trusted by leaders like LifeLabs, SoFi, and Grafana, we're building the world's first Application Detection & Response (ADR) platform to close the patch gap in the AI era. At Miggo, we live by four core principles: make it customer-focused, make it happen, make it better, make it together.
The Role
This is a founding alliance seat — built for someone who knows how to turn partner relationships into real pipeline. We're hiring an Alliance AE to build and operationalize Miggo's AWS co-sell motion from the ground up, and help expand our strategic ecosystem beyond AWS to partners like Grafana. If you've spent your career navigating large partner organizations, building trust with field teams, and closing partner-sourced deals — this is your seat.
What you'll do
- Build and operationalize Miggo's AWS alliance motion — from co-sell plays to joint GTM programs.
- Drive pipeline generation and customer introductions through AWS field sellers, partner managers, and marketplace teams.
- Develop repeatable co-sell plays around AWS WAF + Miggo WAF Copilot.
- Enable AWS sellers and partner teams on Miggo's value proposition and use cases.
- Coordinate joint customer meetings, workshops, POVs, and executive alignment sessions.
- Help expand strategic partnerships beyond AWS — starting with Grafana and future ecosystem partners.
- Work cross-functionally with sales, marketing, SEs, and product to scale alliance-driven revenue.
- Track and report sourced pipeline, influenced pipeline, and partner-driven ARR.
What you have
- Proven experience driving co-sell motions through AWS — ISV Accelerate, Marketplace/private offers, MDF, and partner-sourced pipeline.
- Existing relationships with AWS field sellers, partner/account managers, solution architects, and marketplace teams.
- Background in cloud security, AppSec, CNAPP/CSPM, WAF, observability, or AWS-native security.
- Hunter mentality with strong relationship-building skills and the ability to navigate large partner organizations without heavy oversight.
- Comfortable operating in an early-stage environment — you create structure in ambiguity, not wait for it.
- Strong executive presence with the ability to work with technical and business stakeholders alike.
Why Miggo
Joining Miggo means stepping into a founding alliance seat at exactly the right inflection point — a well-funded Series A cybersecurity company already trusted by some of the most respected security teams in the world, recognized by Gartner® as a Cool Vendor in AI Security, and named a Frost & Sullivan New Product Innovator. You'll have real ownership over one of the most strategic motions in our GTM — building the AWS alliance from scratch, with the full support of sales leadership and cross-functional teams behind you. You'll sell into one of the fastest-emerging categories in cyber, at the intersection of AppSec, runtime security, and cloud infrastructure — and every partnership you forge, every co-sell deal you close, and every relationship you build will directly shape Miggo's growth trajectory. And as Miggo scales, you'll scale with it — with meaningful career growth and a front-row seat to building one of the next category-defining cybersecurity companies.
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