Principal Solutions Architect - AWS Technical Alliances

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Your Role:

Tenable's platform gets stronger every time it connects to something else: a cloud, a SIEM, a remediation tool, an AI agent. As a Principal Solutions Architect on the Technical Alliances team, you will be the senior technical architect behind those connections.

Your work spans two connected areas. The first is Tenable's most strategic cloud alliance, AWS, where you are the primary technical voice for co-build, co-market and AWS Marketplace motions. The second is our broader Technology Ecosystem: frontier AI model providers, and the security, IT and AI vendors who integrate with Tenable One. There you design joint architectures, write sample integrations and MCP connectors, advise partner developers and product managers, and shape the multi-party solutions our customers buy.

This is a high-visibility, individual-contributor seat with established relationships at AWS and across dozens of partners. You will work directly with partner CTOs and engineering leads, Tenable product and engineering, field SEs, and executive leadership.

Why This Role:

• Work at the AI frontier. You will help define how Tenable exposure data powers agentic workflows through MCP, Amazon Bedrock and partner AI platforms, with launch partners already in motion.
• Breadth no single-product role offers. In a typical month you might advise a cloud security vendor on GraphQL export design, architect a three-way solution with a network and asset-intelligence partner, and brief AWS SAs on a joint reference architecture.
• Build, not just support. You own the reference architectures, sample code and enablement that let partners and field teams scale without you in the room.
• Visibility and impact. Your work shows up in AWS competencies, Marketplace pipeline, partner launches and executive reviews.

What You'll Do: AWS Alliance:

• Serve as Tenable's primary technical liaison to AWS, building relationships with Partner SAs, Technical Account Managers, security service teams and educating them on the Tenable portfolio.
• Own the AWS technical enablement plan: design and deliver programs that keep Tenable field SEs and AWS customer-facing SAs aligned on Tenable solutions and joint architectures.
• Drive AWS competency and program workstreams, including design wins, delivery of competency attestation, technical validation and documentation.
• Lead AWS Marketplace technical strategy, including Partner Revenue Measurement (PRM) tagging, ACE co-sell ties and emerging AI co-sell motions.
• Advance Tenable's integrations with AWS-native services such as AWS Security Hub, and the narrative for Tenable on AWS agentic and AI architectures.
• Partner with alliance and field marketing on AWS events, EBCs and demand programs.

What You'll Do: Technology Ecosystem:

• Act as the senior technical advisor to partner engineering teams and product managers building on Tenable Vulnerability Management, Security Center, Web App Scanning, Attack Surface Management, Cloud Security and OT APIs. Guide them on export design, filtering, rate limits, incremental sync and severity mapping.
• Write sample integrations, reference code and MCP connectors that show partners the right way to build on Tenable, and that Tenable teams can reuse.
• Extending Tenable's alliances work with frontier AI model providers, and other partners shaping how Tenable exposure data reaches their platforms and agent ecosystems.
• Participate in technical validation for the Tenable Technology Ecosystem Program, from partner onboarding through integration review and launch.
• Architect multi-party joint solutions and reference architectures with strategic partners, and present them to partner and customer technical executives.
• Lead technical discussions on AI and agentic integrations, including Tenable Hexa AI, MCP-based connectors and AI launch-partner programs.
• Own technical escalations on partner integrations, coordinating with Support, Product and Engineering through to resolution and root cause.
• Share partner and market feedback with Tenable product and engineering teams.
• Serve as backup for partner lab, NFR and API-access provisioning, and strengthen partner self-service capabilities, expanding them where possible.

Across Both:

• Run concurrent workstreams with clear milestones, owners and deliverables, and report progress and risk to executive leadership.
• Use AI tools to accelerate research, enablement content, documentation and reporting.

Success in the First 90 Days:

• 30 days: Working relationships with the Technical Alliances leadership team, key AWS Partner SAs and the top ecosystem partners; a clear view of competency status, co-sell pipeline and open partner integration work.
• 60 days: Delivering AWS enablement independently; owning a portfolio of ecosystem partners end to end, including validations and escalations.
• 90 days: A prioritized plan, agreed with leadership, to close gaps in AWS Marketplace coverage, SA enablement and partner developer experience.

What You'll Need:

• 7+ years in solutions architecture, partner engineering, sales engineering or technical alliances, including 3+ years in a cloud or SaaS security context.
• Strong grounding in exposure and vulnerability management, and how it drives security outcomes: reducing cyber risk, prioritizing against real-world threats, and connecting findings across assets, identities and cloud to the decisions security teams make.
• Working knowledge of AWS services and Marketplace mechanics, and experience inside or alongside a hyperscaler partner ecosystem: co-sell, competencies or marketplace.
• Hands-on development skills: you build working integrations against REST and GraphQL APIs in Python or similar, and can stand up an MCP server or connector.
• A record of advising partner developers and product managers on integration design, and of building relationships from developer to CTO.
• Strong program management across multiple concurrent workstreams and cross-functional teams.
• Clear communicator who can adjust depth for developers, field SEs, partner executives and the C-suite.

And Ideally:

• AWS certification (Solutions Architect Associate or Professional, or Security Specialty).
• Experience working with frontier AI model providers, or with agentic AI, LLM integrations or Amazon Bedrock, technically or as a go-to-market motion.
• Familiarity with security data standards such as OCSF, and with SIEM, SOAR, CNAPP or asset-intelligence integrations.
• Prior AWS competency applications, joint design wins or partner integration launches.
• Familiarity with Tenable One, Tenable Vulnerability Management, Tenable Hexa AI, Nessus or the competitive landscape.

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US Pay Range 175000 - 233666.67 USD