Global Alliance Manager – Strategic Accounts

Role Overview

What You’ll Do

Global Alliance Strategy & Program Design

• Identify and prioritize 3–5 global strategic alliance targets based on:
• ICP overlap
• Services-led leverage
• Global account reach
• GRC practice maturity
• Design a Series A–appropriate global alliance model, including:
• Partner segmentation and tiers
• Engagement rules
• Global vs regional ownership model
• Build 12–24 month joint business plans (JBPs) with clear assumptions, milestones, and success criteria.

Revenue & Pipeline Creation (Primary Accountability)

• Drive partner-sourced and partner-influenced enterprise pipeline across global accounts.
• Focus on fewer, higher-quality opportunities rather than broad activation.
• Partner closely with LockThreat leadership on:
• Overall Account strategy
• Executive mapping
• Deal Shaping and Delivery
• Multi-country pursuit coordination& Enablement Optimzation
• Enforce disciplined qualification using MEDDIC / MEDDPICCR to protect scarce Series A resources.

Executive Alignment & Relationship Management

• Establish executive-level relationships with:
• Global alliance leaders
• GRC / risk / cyber service line leaders
• Regional managing partners
• Lead:
• Executive briefings
• Alliance steering committees
• QBRs focused on outcomes, not activity
• Position the company as a value-driven, outcome
• oriented partner that enables scalable solutions and services that drive differentiation—not a niche tool.

Solution & Services Co-Creation

• Align product capabilities to partner consulting and managed services offerings.
• Support development of:
• Partner-delivered GRC accelerators
• Industry-specific compliance solutions
• Repeatable implementation patterns
• Ensure services-led motions reinforce product adoption, expansion, and stickiness.

Internal Operating Rhythm

• Act as the internal voice of strategic alliances across Product, Sales, Marketing, and Customer Success.
• Build lightweight but effective alliance operating processes:
• Pipeline inspection
• Forecast accuracy
• Product & Engineering enhancements
• Executive escalation paths
• Maintain clean, auditable data in CRM.

Requirements

Required Experience & Qualifications

• 8+ years in enterprise sales, alliances, or strategic partnerships
• 5+ years managing global or multi-region strategic accounts
• Demonstrated success working with GSIs or global consulting firms
• Strong understanding of services-led GTM motions
• Background in GRC, cybersecurity, enterprise SaaS, or risk platforms
• Comfortable building programs from scratch with minimal structure
• Executive-level communication and negotiation skills
• CRM fluency (Salesforce, HubSpot, Zoho)
• Exceptional Business Acumen and problem-solving skills
• Excellent writing skills and capability to build own GTM Assets
• Ability to collaborate cross-functionally at every level in the organization
• High Ownership Mindset and the ability to managed multiple initiatives at once
• Excellent Presentation skills, capable of delivering level 1 & 2 solution demos
• Flexibility to work alternative hours (Global Time Zone)
• Ability and willingness to travel, up to 50% of time.

Tech Stack

• Cyber Security

Benefits

What You Can Expect From LockThreat 

We're building a company where different perspectives aren't just accepted; they're essential to solving hard problems. We're committed to creating an environment where you can do your best work while being your authentic self. 

We support our team through:

• Competitive compensation
• Comprehensive health, dental, and vision coverage
• Flexible PTO and paid holidays
• Professional development budget and growth opportunities
• Remote-friendly work environment
• Paid parental leave
• The autonomy to build programs and make real impact from day one