Global Alliance Manager - Cloud Service Provider; CSP

Overview

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. 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.

Cloud Service Providers are a core GTM and platform dependency, not just a distribution channel.

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

• 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

• 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)

• You ve worked in an early-stage environment where you have to figure things out without a perfect playbook
• You truly understand the cybersecurity or GRC buyer and related sales motion
• You re equally comfortable speaking with an Auditor or GRC Analyst, as you are selling to the CEO or Managing Director
• You can take complex environments and define conceptual solutions to deliver desired outcomes

What You Can Expect From Lock Threat

• 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

We re committed to building a diverse and inclusive organization and are proud to be an equal opportunity employer. All qualified applicants will receive consideration for…