Head of Cloud Alliances
New
S
Sweet SecurityCloud and AI Security
Remote - East Coast, USFull-TimeManager
Salary155000 - 175000 USD per year
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Job Details
- Experience
- 5+ years
- Required Skills
- AWSCybersecurityGCP
Requirements
- 5+ years of experience in alliance management, cloud partnerships, or technology business development.
- At least 3 years directly managing AWS, Microsoft, or Google Cloud partnerships.
- Proven track record of driving co-sell revenue and managing joint GTM programs with hyperscaler partners.
- Experience at a B2B SaaS or cybersecurity company.
- Demonstrated success achieving AWS, Microsoft, or Google Cloud partner program milestones (competencies, designations, Marketplace listing, co-sell status).
- Technical credibility to engage with partner solution architects and security-focused field teams.
- Executive presence and relationship-building skills.
- Commercial drive with a proven ability to turn partnerships into revenue outcomes.
- Data-driven mindset.
- Strategic thinker who can also execute in a fast-paced startup.
Responsibilities
- Define and execute a multi-year alliance strategy for AWS, Microsoft, and Google Cloud partnerships aligned to Sweet Security's product roadmap and go-to-market priorities.
- Secure and maintain Sweet's status as an AWS Advanced Tier Partner, Microsoft Solutions Partner, and Google Cloud Partner, driving competency attainments and annual program compliance.
- Build executive-level relationships across partner organizations to create sustained engagement and deal flow.
- Own partner influenced revenue targets across AWS, Microsoft, and Google Cloud channels, with clear KPIs tied to pipeline generation and closed-won outcomes.
- Lead co-sell motions end-to-end: opportunity registration, joint deal reviews, and field alignment with hyperscaler sales teams.
- Develop and execute joint GTM plans aligned to AWS, Microsoft, and Google Cloud fiscal calendars, including solution plays for cloud-native security, runtime protection, and AI workload security.
- Coordinate joint demand generation and brand awareness activities with partner marketing and field teams.
- Drive listing and transactability on AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace, including private offer strategy and co-sell readiness requirements.
- Identify, apply for, and manage Market Development Funds (MDF), co-op funding, and AWS/Microsoft/Google Cloud partner incentive programs.
- Serve as the internal voice of the partnerships, communicating new program benefits, incentive updates, and field intelligence to sales, marketing, and product teams.
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