Global Alliance Manager - Cloud Service Provider (CSP)

Company BackgroundLockThreat LLC is a forward-thinking technology company specializing in Enterprise Governance, Risk, and Compliance (GRC) automation. Our AI-powered platform helps organizations streamline compliance, cybersecurity, and risk management operations across industries and regulatory environments. By centralizing GRC processes and delivering real-time insights, LockThreat enables businesses to reduce risk, simplify compliance reporting, and enhance operational resilience in highly regulated markets. (https://www.lockthreat.ai/)Founded to provide intuitive, secure, and data-driven GRC solutions, LockThreat partners closely with its clients, offering continuous support, training, and insights to help organizations transform compliance from a requirement into a strategic advantage. Headquartered in Alpharetta, Georgia, LockThreat serves diverse industries including financial services, healthcare, retail, telecommunications, energy, and government sectors and supports compliance with hundreds of frameworks and global standards. The company is rapidly expanding globally through strategic partnerships, collaborations with major cloud providers, and participation in leading cybersecurity and risk events, positioning LockThreat as a trusted enterprise GRC partner in over 10 countries.Cloud Service Providers are a core GTM and platform dependency, not just a distribution channel.Role SummaryThe Global Alliances Manager - Cloud Service Providers owns the global hyperscaler strategy across AWS, Microsoft Azure, GCP, and OCI, with an initial focus on 1-2 priority CSPs based on traction and leverage.Co-sells with hyperscalersWins marketplace-led enterprise dealsTies GRC value directly to cloud consumptionWhat You’ll DoHyperscaler Strategy & FocusDefine a clear CSP prioritization strategy (who first, why, and how)Build a repeatable hyperscaler engagement model suitable for Series A scaleAlign internal expectations on what CSPs will—and will not—do at this stageCo‑Sell & Field EnablementDrive hyperscaler co-sell motions with field sellers and solution architectsEnable CSP teams to position the platform as:A cloud-aligned GRC solutionA driver of AI and data workloadsSupport joint account planning and opportunity mappingMarketplace OwnershipOwn end-to-end CSP marketplace execution:ListingsPricing modelsPrivate offersEnterprise agreementsEnsure marketplace deals accelerate—not slow—enterprise sales cyclesCloud Consumption & Technical AlignmentAlign platform capabilities to measurable cloud consumption drivers:AI/LLM workloadsContinuous control monitoringData ingestion and analyticsPartner with Product and Engineering on:Reference architectureCSP-native integrationsRoadmap alignmentExecutive & Programmatic EngagementBuild relationships with:Global CSP alliance leadersRegional sales leadersIndustry solution teamsNavigate CSP partner programs, incentives, MDF, and funding mechanismsRepresent the company in CSP executive briefings and partner councilsRequirementsRequired Experience & Qualifications8+ years in cloud alliances, enterprise sales, or partner GTM rolesDirect experience working with AWS, Azure, GCP, or OCI ecosystemsStrong understanding of: Hyperscaler co-sell models, Marketplace economics, Cloud consumption drivers, and services-led GTM motionsBackground in SaaS, GRC, cybersecurity, and enterprise platformsComfortable operating in ambiguity and building from zeroExceptional Business Acumen and problem-solving skillsAbility to effectively collaborate cross-functionally at every level within organizationsExcellent writing skills and ability to build own unique GTM assetsHigh Ownership Mindset and ability to manage multiple initiatives in parallelExceptional presentation skills, capable of delivering impactful level 1 & 2 solution demosFlexibility to work alternative hours (Global Time Zones)Ability and willingness to travel, up to 50% of timeCRM proficiency (Salesforce, HubSpot, Zoho)What Sets You ApartYou’ve worked in an early-stage environment where you has to figure things out without a perfect playbookYou truly understand the cybersecurity or GRC buyer and related sales motionYou’re equally comfortable speaking with an Auditor or GRC Analyst, as you are selling to the CEO or Managing DirectorYou can take complex environments and define conceptual solutions to deliver desired outcomesBenefitsWhat You Can Expect From LockThreatWe’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 compensationComprehensive health, dental, and vision coverageFlexible PTO and paid holidaysProfessional development budget and growth opportunitiesRemote-friendly work environmentPaid parental leaveThe autonomy to build programs and make real impact from day oneWe’re committed to building a diverse and inclusive organiz