Global Alliance Manager – Cloud Service Provider

Role Overview

• Define a clear CSP prioritization strategy (who first, why, and how).
• Build a repeatable hyperscaler engagement model suitable for Series A scale.
• Align internal expectations on what CSPs will—and will not—do at this stage.
• Drive hyperscaler co-sell motions with field sellers and solution architects.
• Enable CSP teams to position the platform as:
• A cloud-aligned GRC solution
• A driver of AI and data workloads
• Support joint account planning and opportunity mapping.
• Own end-to-end CSP marketplace execution:
• Listings
• Pricing models
• Private offers
• Enterprise agreements
• Ensure marketplace deals accelerate—not slow—enterprise sales cycles.
• Align platform capabilities to measurable cloud consumption drivers:
• AI/LLM workloads
• Continuous control monitoring
• Data ingestion and analytics
• Partner with Product and Engineering on:
• Reference architecture
• CSP-native integrations
• Roadmap alignment
• Build relationships with:
• Global CSP alliance leaders
• Regional sales leaders
• Industry solution teams
• Navigate CSP partner programs, incentives, MDF, and funding mechanisms.
• Represent the company in CSP executive briefings and partner councils.

Requirements

• 8+ years in cloud alliances, enterprise sales, or partner GTM roles
• Direct experience working with AWS, Azure, GCP, or OCI ecosystems
• Strong understanding of: Hyperscaler co-sell models, Marketplace economics, Cloud consumption drivers, and services-led GTM motions
• Background in SaaS, GRC, cybersecurity, and enterprise platforms
• Comfortable operating in ambiguity and building from zero
• Exceptional Business Acumen and problem-solving skills
• Ability to effectively collaborate cross-functionally at every level within organizations
• Excellent writing skills and ability to build own unique GTM assets
• High Ownership Mindset and ability to manage multiple initiatives in parallel
• Exceptional presentation skills, capable of delivering impactful level 1 & 2 solution demos
• Flexibility to work alternative hours (Global Time Zones)
• Ability and willingness to travel, up to 50% of time
• CRM proficiency (Salesforce, HubSpot, Zoho)

Tech Stack

• AWS
• Azure
• Cloud
• Cyber Security
• Google Cloud Platform

Benefits

• 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