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Head of Cloud Alliances

1 day, 5 hours ago
United States
Full-time
Senior
Partnerships Manager
Sales and Business Development
AWS Cybersecurity GCP
Apply Now
Sweet

Sweet

Sweet is a cloud runtime security suite that focuses on critical cloud risks and provides pivotal insights to enhance operations.

$12M raised
View All Jobs 4

Description

  • Define and execute a multi-year alliance strategy for AWS, Microsoft, and Google Cloud aligned to product roadmap and go-to-market priorities.
  • Maintain partner status and program compliance, including AWS Advanced Tier Partner, Microsoft Solutions Partner, and Google Cloud Partner requirements.
  • Build executive-level relationships across partner organizations to create sustained engagement and deal flow.
  • Own partner-influenced revenue targets and pipeline generation across AWS, Microsoft, and Google Cloud channels.
  • Lead co-sell motions end-to-end, including opportunity registration, joint deal reviews, and alignment with hyperscaler sales teams.
  • Work with AEs and BDRs to identify whitespace accounts, activate marketplace listings, and accelerate deal velocity through partner-funded programs.
  • Develop and execute joint go-to-market plans and solution plays for cloud-native security, runtime protection, and AI workload security.
  • Coordinate partner marketing activities such as webinars, field events, marketplace campaigns, and ISV spotlights.
  • Drive listing and transactability across AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace, including private offer strategy.
  • Identify, apply for, and manage MDF, co-op funding, and partner incentive programs, while tracking spend, outcomes, and ROI.

Requirements

  • 5+ years of experience in alliance management, cloud partnerships, or technology business development.
  • At least 3 years of direct experience managing AWS, Microsoft, or Google Cloud partnerships.
  • Proven track record of driving co-sell revenue and managing joint go-to-market programs in a B2B SaaS or cybersecurity company.
  • Demonstrated success achieving AWS, Microsoft, or Google Cloud partner program milestones such as competencies, designations, Marketplace listing, or co-sell status.
  • Technical credibility to engage with partner solution architects and security-focused field teams.
  • Executive presence and relationship-building skills for navigating complex partner organizations.
  • Commercial drive with the ability to turn partnerships into revenue outcomes.
  • Data-driven mindset with the ability to track performance and optimize based on results.
  • Strategic thinking with willingness to execute in a fast-paced startup environment.
  • Passion for cloud partnerships and the security landscape, with the ability to manage multiple partners and shifting priorities.

Benefits

  • Backed by $120M in funding from top-tier investors.
  • Opportunity to join a fast-growing company with strong product-market fit and real customer momentum.
  • High ownership role with direct impact on strategy, partnerships, and growth.
  • Work with a highly technical, high-performing team in a fast-moving environment.
  • Opportunity to shape a category-defining cloud and AI security company.
  • Inclusive, diverse, and multicultural workplace with equal opportunity hiring.
  • Opportunity to work on new markets, new problems, and continued career growth.

Interested in this position?

Apply directly on the company website

Apply Now

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