Global Alliance Manager - Cloud Service Provider; CSP

Position: Global Alliance Manager - Cloud Service Provider (CSP)

Company Background

Lock Threat

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, Lock Threat enables businesses to reduce risk, simplify compliance reporting, and enhance operational resilience in highly regulated markets. https://(Use the "Apply for this Job" box below)./

Founded to provide intuitive, secure, and data-driven GRC solutions, Lock Threat 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, Lock Threat 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 Lock Threat 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 Summary

The 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.

This role defines how the company:

• Co-sells with hyperscalers
• Wins marketplace-led enterprise deals
• Ties GRC value directly to cloud consumption

What You’ll Do Hyperscaler Strategy & Focus

• 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.

Co-Sell & Field Enablement

• 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.

Marketplace Ownership

• Own end-to-end CSP marketplace execution:
  • Listings
  • Pricing models
  • Private offers
  • Enterprise agreements
• Ensure marketplace deals accelerate—not slow—enterprise sales cycles.

Cloud Consumption & Technical Alignment

• 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

Executive & Programmatic Engagement

• 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.

Required Experience & Qualifications

• 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, Hub Spot, Zoho)

What sets you apart

• You’ve worked in an early-stage environment where you has to figure things out without a perfect playbook
• You truly understand the cybersecurity or GRC…